Account Manager Onboarding Checklist

Account Manager Onboarding Process

Are you looking for help setting up a staff orientation process so that when your new Account Manager 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 Manager, you’re in the right place. We’ve put together a sample Account Manager onboarding checklist below and have created onboarding templates & resources to help.

Account Manager Onboarding Checklist

1. Introduction to the company: The account manager should be provided with a comprehensive introduction to the company, including its history, mission, values, and organizational structure. This task is typically performed by the HR department or a designated onboarding specialist.

2. Familiarization with products/services: The account manager should receive detailed information about the company’s products or services, including their features, benefits, and competitive advantages. This task is usually performed by the sales or product team, who can provide product demonstrations and answer any questions.

3. Understanding the target market: The account manager should be educated about the company’s target market, including the industry, customer segments, and key competitors. This task is typically performed by the sales or marketing team, who can provide market research, customer profiles, and competitor analysis.

4. Introduction to existing clients: The account manager should be introduced to the existing client base, including key contacts, account history, and ongoing projects. This task is usually performed by the sales or account management team, who can provide client lists, account summaries, and facilitate introductions.

5. Learning the sales process: The account manager should be trained on the company’s sales process, including lead generation, prospecting, qualifying, presenting, negotiating, and closing deals. This task is typically performed by the sales or training team, who can provide sales training materials, role-playing exercises, and real-life scenarios.

6. CRM and sales tools training: The account manager should receive training on the company’s customer relationship management (CRM) system and other sales tools used for tracking leads, managing accounts, and analyzing sales data. This task is usually performed by the sales or IT team, who can provide system tutorials, user guides, and hands-on training.

7. Setting sales targets and KPIs: The account manager should work with their manager to set clear sales targets and key performance indicators (KPIs) that align with the company’s overall sales objectives. This task is typically performed by the sales manager or team leader, who can provide guidance, performance metrics, and regular performance reviews.

8. Shadowing experienced account managers: The account manager should have the opportunity to shadow experienced account managers to observe their sales techniques, client interactions, and overall account management strategies. This task is usually facilitated by the sales or account management team, who can pair the new account manager with a mentor or arrange shadowing sessions.

9. Building relationships with internal stakeholders: The account manager should be encouraged to build relationships with internal stakeholders, such as the marketing team, customer support, product development, and finance. This task is typically performed by the account manager themselves, with support from their manager or team leader.

10. Attending industry events and conferences: The account manager should be given the opportunity to attend relevant industry events and conferences to network with potential clients, stay updated on industry trends, and represent the company. This task is usually facilitated by the sales or marketing team, who can provide event recommendations, registration support, and travel arrangements.

11. Continuous professional development: The account manager should be encouraged to engage in continuous professional development, such as attending sales training workshops, webinars, or pursuing relevant certifications. This task is typically supported by the company’s training and development department, who can provide resources, funding, and guidance.

12. Regular performance reviews and feedback: The account manager should have regular performance reviews and receive constructive feedback from their manager or team leader to identify areas for improvement and celebrate successes. This task is typically performed by the sales manager or team leader, who can schedule performance reviews, provide feedback, and set development goals.

13. Collaboration with other departments: The account manager should collaborate with other departments, such as marketing, product development, and customer support, to ensure a seamless customer experience and maximize client satisfaction. This task is typically facilitated by the account manager themselves, with support from their manager or team leader.

14. Ongoing communication and support: The account manager should have ongoing communication and support from their manager or team leader, including regular team meetings, one-on-one check-ins, and access to resources and support when needed. This task is typically performed by the sales manager or team leader, who can schedule meetings, provide guidance, and address any concerns or challenges.

15. Understanding company policies and procedures: The account manager should be familiarized with the company’s policies and procedures, including sales guidelines, ethical standards, data protection, and compliance requirements. This task is typically performed by the HR department or a designated onboarding specialist, who can provide policy manuals, training sessions, and answer any related questions

Setting Up Your Employee Onboarding Process

From reading through the items in the example Account Manager checklist above, you’ll now have an idea of how you can apply best practices to getting your new Account Manager 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.