Account Executive Onboarding Checklist

Account Executive Onboarding Process

Are you looking for help setting up a staff orientation process so that when your new Account Executive starts their role, they can learn about their responsibilities and your company as quickly as possible? Whether you’re keen to use buddy onboarding, want to automate your Sales onboarding experience or just need an onboarding checklist for your new Account Executive, you’re in the right place. We’ve put together a sample Account Executive onboarding checklist below and have created onboarding templates & resources to help.

Account Executive Onboarding Checklist

1. Introduction to the company: The task involves providing a comprehensive overview of the company, its mission, values, and organizational structure. This task is typically performed by the HR department or a designated onboarding specialist.

2. Product and service training: Account executives need to have a deep understanding of the company’s products and services. This task involves providing detailed training on the features, benefits, and competitive advantages of the offerings. It is usually conducted by the sales enablement team or product managers.

3. Sales process and CRM training: Account executives need to be familiar with the sales process and the customer relationship management (CRM) system used by the company. This task involves training on lead generation, prospecting, qualifying leads, managing opportunities, and closing deals. The sales operations team or sales managers typically handle this training.

4. Shadowing experienced account executives: To gain practical knowledge and learn best practices, new account executives should shadow experienced colleagues. This task involves pairing the new hire with a seasoned account executive who can provide guidance, answer questions, and demonstrate successful sales techniques. The responsibility for this task lies with the sales managers or team leads.

5. Territory and account assignment: Account executives are often assigned specific territories or accounts to manage. This task involves providing the new hire with a clear understanding of their assigned territory or accounts, including existing relationships, potential opportunities, and any specific goals or targets. Sales managers or the sales operations team typically handle this task.

6. Introduction to key stakeholders: Account executives need to build relationships with various internal stakeholders, such as marketing, customer success, and support teams. This task involves introducing the new hire to these key stakeholders, explaining their roles, and facilitating initial meetings or introductions. Sales managers or team leads usually perform this task.

7. Competitive analysis and market research: Account executives need to stay informed about the competitive landscape and market trends. This task involves providing training on conducting competitive analysis, market research, and staying updated on industry news. The responsibility for this task lies with the sales enablement team or sales managers.

8. Goal setting and performance expectations: Account executives need to have clear goals and performance expectations. This task involves setting specific targets, such as revenue quotas, number of new clients, or customer retention rates. Sales managers or team leads typically handle this task in collaboration with the account executive.

9. Sales collateral and resources: Account executives require access to sales collateral, such as brochures, presentations, case studies, and pricing sheets. This task involves providing the new hire with access to relevant sales resources and ensuring they understand how to effectively use them. The sales enablement team or marketing department typically performs this task.

10. Ongoing training and professional development: To excel in their role, account executives need continuous learning and development opportunities. This task involves providing access to ongoing training programs, industry conferences, webinars, and mentorship opportunities. The responsibility for this task lies with the sales enablement team, HR department, or sales managers

Setting Up Your Employee Onboarding Process

From reading through the items in the example Account Executive checklist above, you’ll now have an idea of how you can apply best practices to getting your new Account Executive up to speed and working well in your Sales team. Scroll up to see the link to our onboarding templates & resources or get in touch to discuss getting help setting up your systems and processes in this area.