Discover the best practices for training new sales hires in this comprehensive article. From identifying the right candidates to creating a culture of commitment, adopting omnichannel learning solutions, implementing shadowing and role-playing exercises, developing a skill sustainment strategy, and providing regular engagement and a shared definition of success. Streamline your onboarding process and set your new sales reps up for success with these proven strategies.


Are you looking to improve the onboarding and training process for your new sales hires? Whether you’re a sales manager or a business owner, it’s crucial to have an effective strategy in place to ensure the success of your new sales team members. In this article, we will explore the best practices for onboarding and training new sales hires. By following these practices, you can streamline the onboarding process, accelerate time to productivity, increase engagement and performance, and ultimately set your new sales reps up for success.

Identifying the Right Candidates

Before diving into the onboarding process, it’s important to ensure that you have the right candidates in your sales team. Many organizations make the mistake of rushing into hiring without considering the specific skills and qualities required for sales success. Taking the time to identify the right candidates from the beginning will save you time and resources in the long run.

  • Subtopic: Start by creating an ideal candidate profile that outlines the specific criteria you’re looking for in a sales professional. Consider factors such as experience, skills, personality traits, and communication abilities.
  • Subtopic: Use assessment tools and behavioral interviews to evaluate candidates and assess their fit for the sales role. Look for attributes such as resilience, empathy, problem-solving skills, and a growth mindset.
  • Subtopic: Consider partnering with a reputable recruitment service or leveraging internal resources to help find potential candidates with the desired skills and qualities.

Establishing a Culture of Commitment

Once you have the right candidates on board, it’s crucial to create a culture of commitment within your sales team. This involves fostering a sense of shared goals and conveying your commitment to the success of new hires.

  • Subtopic: Clearly communicate your expectations and the values of your company from the beginning. Ensure that new sales hires understand the importance of their role in achieving overall company success.
  • Subtopic: Encourage collaboration and knowledge sharing among team members to create a sense of camaraderie and shared success.
  • Subtopic: Provide ongoing support and guidance to new hires, reinforcing the belief that their success is a priority for the organization.

Omnichannel Learning Solutions

To provide new sales reps with effective learning opportunities, it’s crucial to adopt omnichannel learning solutions. This allows them to access training content whenever and wherever they need it, fitting their diverse needs and schedules.

  • Subtopic: Utilize a combination of in-person training, online modules, recorded webinars, and self-paced learning materials. This ensures that training is accessible, engaging, and tailored to individual learning preferences.
  • Subtopic: Provide interactive and scenario-based learning materials to simulate real-world sales situations and allow new sales hires to practice their skills in a supportive environment.
  • Subtopic: Leverage technology tools such as learning management systems (LMS), online forums, and video conferencing platforms to facilitate remote learning and collaboration.

Shadow Team Members

One of the most effective ways for new sales reps to learn is through shadowing experienced team members. Implementing a peer coaching program that emphasizes shadowing allows new sales hires to learn through observation and interaction.

  • Subtopic: Pair new sales hires with experienced sales reps who can serve as mentors and role models.
  • Subtopic: Encourage shadowing opportunities during client meetings, sales calls, and other sales activities to provide new hires with firsthand exposure to effective selling techniques.
  • Subtopic: Provide structured debriefing sessions after shadowing experiences to allow new sales reps to ask questions, receive feedback, and reflect on their observations.

Role-Playing Exercises

Role-playing exercises are an effective way to help new sales reps gain confidence and practice specific selling skills in a simulated environment.

  • Subtopic: Design role-playing scenarios that mirror real-world sales situations, such as objection handling, qualifying prospects, and delivering sales presentations.
  • Subtopic: Provide clear guidelines and constructive feedback during role-playing exercises to help new sales reps improve their skills and build confidence.
  • Subtopic: Incorporate video recording and analysis into role-playing exercises to allow new hires to reflect on their performance and identify areas for improvement.

Skill Sustainment Strategy

Onboarding and training shouldn’t end after the initial onboarding period. It’s important to develop a strategy for skill sustainment to ensure continuous improvement and growth beyond the onboarding phase.

  • Subtopic: Set clear expectations and measurable goals for skill building beyond the onboarding period. This could include participation in ongoing training programs or certification courses.
  • Subtopic: Provide opportunities for new sales reps to apply their skills in practical situations, such as mock sales calls or sales simulations.
  • Subtopic: Encourage regular self-assessment and reflection to identify areas for improvement and create individualized development plans.

Early and Regular Engagement

To cultivate a sense of ownership and commitment in new sales hires, it’s essential to define their role within the company and provide early and regular engagement.

  • Subtopic: Clearly communicate the vision and purpose of the new hire’s role within the organization. Help them understand how their contributions align with the broader objectives of the company.
  • Subtopic: Conduct regular check-ins and provide constructive feedback to support and guide new sales reps. This allows them to understand their progress, address challenges, and identify opportunities for growth.

Shared Definition of Success

Collaboratively defining success with new hires is crucial for aligning expectations and fostering motivation.

  • Subtopic: Involve new sales hires in goal-setting exercises to ensure they have a voice in the process. This helps create a sense of ownership and commitment to achieving shared objectives.
  • Subtopic: Balance quantitative goals, such as sales targets or revenue targets, with qualitative objectives such as customer satisfaction, relationship building, or personal growth.

Pacing Onboarding

It’s important to pace the onboarding process and introduce training components in a thoughtful sequence that aligns with the flow of learning.

  • Subtopic: Avoid overwhelming new sales hires with too much information at once. Instead, break down the onboarding process into manageable chunks that can be absorbed and applied effectively.
  • Subtopic: Provide new sales reps with time for reflection and practice before moving on to more advanced topics.
  • Subtopic: Continuously assess new hires’ progress and adjust the pace of onboarding accordingly to ensure a seamless and effective transition.


Effective onboarding and training of new sales hires is essential for setting them up for success in their roles. By establishing a culture of commitment, adopting omnichannel learning solutions, incorporating shadowing and role-playing exercises, developing a skill sustainment strategy, and providing early and regular engagement, you can enhance the onboarding and training experience for new sales reps. Additionally, by fostering a shared definition of success and pacing the onboarding process, you can accelerate time to productivity and increase engagement and performance among your new sales hires. Implementing these best practices will ultimately result in a well-equipped and successful sales team.


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