Internal Salesperson Onboarding Checklist

Internal Salesperson Onboarding Process

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

Internal Salesperson Onboarding Checklist

1. Introduction to company culture and values: The task involves providing the new internal salesperson with an overview of the company’s culture, values, and mission. This helps them understand the company’s core principles and align their work accordingly. The HR department or a designated company representative typically performs this task.

2. Familiarization with company policies and procedures: The new internal salesperson needs to be acquainted with the company’s policies and procedures, including those related to sales, customer interactions, and data privacy. This task ensures that they understand the guidelines and can adhere to them. The HR department or a designated trainer usually handles this task.

3. Product and service training: To effectively sell the company’s products or services, the internal salesperson must receive comprehensive training on them. This task involves providing detailed information about the products or services, their features, benefits, and competitive advantages. The sales manager or a designated product expert typically conducts this training.

4. CRM system training: As an internal salesperson, it is crucial to be proficient in using the company’s Customer Relationship Management (CRM) system. This task involves training the new hire on how to navigate the CRM, enter customer data, track sales activities, and generate reports. The sales operations team or a designated CRM administrator usually handles this training.

5. Shadowing experienced salespeople: To gain practical insights into the sales process, the new internal salesperson should shadow experienced salespeople. This task allows them to observe how sales calls are conducted, customer objections are handled, and deals are closed. The sales manager or senior sales representatives typically facilitate this shadowing experience.

6. Understanding target market and buyer personas: The internal salesperson needs to have a clear understanding of the target market and buyer personas they will be engaging with. This task involves providing them with market research, customer profiles, and insights into the pain points and motivations of potential customers. The marketing department or a designated market research analyst typically performs this task.

7. Setting sales goals and targets: The new internal salesperson should have clear goals and targets to work towards. This task involves setting achievable sales targets, defining key performance indicators (KPIs), and establishing a timeline for achieving these goals. The sales manager or team leader typically collaborates with the internal salesperson to set these targets.

8. Introduction to sales tools and resources: The internal salesperson should be introduced to the various sales tools and resources available to them. This task involves providing access to sales enablement platforms, sales collateral, competitive intelligence, and other resources that can support their sales efforts. The sales operations team or a designated sales enablement specialist typically handles this task.

9. Role-specific training: Depending on the specific responsibilities of the internal salesperson, role-specific training may be required. This task involves providing training on specific sales techniques, negotiation skills, objection handling, or any other skills necessary for their role. The sales manager or a designated sales trainer typically conducts this training.

10. Introduction to cross-functional teams: The internal salesperson should be introduced to the various cross-functional teams they will collaborate with, such as marketing, customer support, or product development. This task involves facilitating meetings or introductions with representatives from these teams to foster collaboration and understanding. The sales manager or a designated team lead typically performs this task.

11. Reviewing sales processes and workflows: The new internal salesperson should be familiarized with the sales processes and workflows within the company. This task involves reviewing the steps involved in lead generation, qualification, nurturing, and closing deals. The sales operations team or a designated process analyst typically handles this task.

12. Performance evaluation and feedback mechanisms: The internal salesperson should be made aware of the performance evaluation and feedback mechanisms in place. This task involves explaining how performance will be assessed, the frequency of evaluations, and the channels for receiving feedback. The HR department or the sales manager typically communicates this information.

13. Introduction to key customers and accounts: If applicable, the new internal salesperson should be introduced to key customers and accounts they will be responsible for managing. This task involves arranging meetings or calls with these customers to establish relationships and understand their specific needs. The sales manager or a designated account manager typically facilitates these introductions.

14. Ongoing training and professional development opportunities: To ensure continuous growth and improvement, the internal salesperson should be informed about ongoing training and professional development opportunities. This task involves sharing information about workshops, webinars, conferences, or certifications that can enhance their sales skills. The HR department or a designated learning and development specialist typically handles this task.

15. Regular check-ins and performance reviews: To monitor progress and provide support, regular check-ins and performance reviews should be scheduled. This task involves setting up regular meetings to discuss the internal salesperson’s performance, address any challenges, and provide guidance for improvement. The sales manager or team leader typically conducts these check-ins and reviews

Setting Up Your Employee Onboarding Process

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