Field Sales Representative Onboarding Checklist

Field Sales Representative Onboarding Process

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

Field Sales Representative Onboarding Checklist

1. Introduction to the company: The new field sales representative should be introduced to the company’s history, mission, values, and overall organizational structure. This task is typically performed by the HR department or a designated company representative.

2. Product and service training: The field sales representative needs to receive comprehensive training on the company’s products and services. This includes understanding the features, benefits, and competitive advantages of each offering. The sales manager or a designated product expert usually conducts this training.

3. Territory familiarization: The new sales representative should be provided with detailed information about their assigned territory, including key accounts, potential customers, competitors, and market trends. The sales manager or a senior sales representative can assist with this task.

4. CRM system training: Familiarity with the company’s customer relationship management (CRM) system is crucial for effective sales management. The new field sales representative should receive training on how to use the CRM system to track leads, manage customer interactions, and generate reports. This training is typically conducted by the sales operations team or a designated CRM administrator.

5. Sales process and methodology: The field sales representative should be trained on the company’s sales process and methodology. This includes understanding the stages of the sales cycle, prospecting techniques, effective communication strategies, objection handling, and closing techniques. The sales manager or a designated sales trainer usually conducts this training.

6. Shadowing experienced sales representatives: To gain practical insights and learn from experienced professionals, the new field sales representative should have the opportunity to shadow and observe successful sales representatives in action. This task is typically coordinated by the sales manager, who pairs the new representative with a seasoned salesperson.

7. Introduction to key internal stakeholders: The new field sales representative should be introduced to key internal stakeholders who play a crucial role in supporting the sales process. This includes individuals from marketing, customer support, product development, and finance. The sales manager or a designated team lead can facilitate these introductions.

8. Sales collateral and marketing materials: The field sales representative should be provided with all necessary sales collateral and marketing materials, such as brochures, product catalogs, presentations, and case studies. The marketing department or a designated marketing coordinator is responsible for providing these materials.

9. Goal setting and performance expectations: The new field sales representative should have a clear understanding of their performance expectations, sales targets, and key performance indicators (KPIs). The sales manager or a designated supervisor should set these goals and communicate them effectively to the new representative.

10. Field training and ride-alongs: To gain hands-on experience and learn the nuances of the job, the new field sales representative should participate in field training and ride-alongs with experienced sales representatives. This allows them to observe real-world sales interactions and receive feedback on their performance. The sales manager or a designated mentor typically arranges these training sessions.

11. Ongoing coaching and feedback: Continuous coaching and feedback are essential for the development and success of the field sales representative. The sales manager or a designated mentor should provide regular coaching sessions, conduct performance reviews, and offer constructive feedback to help the representative improve their sales skills.

12. Sales team integration: The new field sales representative should be integrated into the sales team and encouraged to build relationships with colleagues. This can be facilitated through team-building activities, sales meetings, and social events. The sales manager or a designated team lead should oversee this integration process.

13. Administrative tasks and paperwork: The new field sales representative should be guided through the completion of administrative tasks and paperwork, such as expense reporting, sales reports, and customer contracts. The sales operations team or a designated administrative assistant can assist with these tasks.

14. Continuous learning and professional development: To stay updated with industry trends, sales techniques, and product knowledge, the field sales representative should be encouraged to engage in continuous learning and professional development activities. This can include attending sales conferences, participating in webinars, or pursuing relevant certifications. The sales manager or a designated training coordinator should provide guidance and support in this area.

15. Performance tracking and evaluation: The field sales representative’s performance should be regularly tracked and evaluated against their goals and KPIs. The sales manager or a designated supervisor should conduct performance evaluations and provide constructive feedback to help the representative improve their sales performance.

16. Networking opportunities: The new field sales representative should be encouraged to participate in networking events, industry conferences, and trade shows to expand their professional network and generate leads. The sales manager or a designated sales coordinator can provide information about relevant networking opportunities and support the representative in attending these events.

17. Compliance and legal training: The field sales representative should receive training on compliance regulations, legal requirements, and ethical guidelines related to sales activities. This ensures that the representative operates within the boundaries of the law and maintains the company’s reputation. The legal department or a designated compliance officer typically conducts this training.

18. Performance incentives and rewards: The new field sales representative should be informed about the company’s performance incentives, rewards, and recognition programs. This motivates the representative to achieve their sales targets and fosters a competitive spirit within the sales team. The sales manager or a designated HR representative should communicate these programs to the new representative.

19. Continuous communication and support: Throughout the onboarding process and beyond, the new field sales representative should receive continuous communication and support from the sales manager, team members, and other relevant stakeholders. This ensures that the representative feels valued, supported, and connected to the company. Regular check-ins, team meetings, and open communication channels should be established to facilitate this ongoing support

Setting Up Your Employee Onboarding Process

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