Sales Account Manager Onboarding Checklist

Sales Account Manager Onboarding Process

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

Sales Account Manager Onboarding Checklist

1. Introduction to company culture and values: The task involves providing the new Sales Account Manager 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 Human Resources department or a designated company representative typically performs this task.

2. Familiarization with company policies and procedures: The new Sales Account Manager needs to be acquainted with the company’s policies and procedures, including those related to sales, customer interactions, and reporting. This task ensures that they understand the guidelines and can adhere to them. The Human Resources department or a designated trainer typically performs this task.

3. Introduction to the sales team: The new Sales Account Manager should be introduced to their colleagues in the sales department. This task helps them build relationships, understand team dynamics, and establish effective communication channels. The Sales Manager or a designated team member typically performs this task.

4. Product and service training: The Sales Account Manager needs to receive comprehensive training on the company’s products or services. This includes understanding the features, benefits, and competitive advantages of each offering. The Product or Service Manager, along with the Sales Manager, typically performs this task.

5. CRM system training: The new Sales Account Manager should be trained on the company’s Customer Relationship Management (CRM) system. This task ensures they can effectively manage customer data, track sales activities, and generate reports. The Sales Operations team or a designated trainer typically performs this task.

6. Territory or account assignment: The Sales Account Manager needs to be assigned specific territories or accounts to manage. This task involves providing them with a clear understanding of their responsibilities, targets, and expectations. The Sales Manager or a designated team member typically performs this task.

7. Shadowing experienced sales representatives: The new Sales Account Manager should have the opportunity to shadow experienced sales representatives to observe their sales techniques, customer interactions, and negotiation skills. This task helps them learn from seasoned professionals and gain practical insights. The Sales Manager or a designated mentor typically performs this task.

8. Market and competitor analysis: The Sales Account Manager should be provided with market and competitor analysis to understand the industry landscape and identify potential opportunities or challenges. This task helps them develop effective sales strategies and stay ahead of the competition. The Sales Operations team or a designated analyst typically performs this task.

9. Goal setting and performance expectations: The new Sales Account Manager needs to set clear goals and understand the performance expectations set by the company. This task ensures they have a clear direction and can work towards achieving their targets. The Sales Manager or a designated team member typically performs this task.

10. Introduction to key stakeholders: The Sales Account Manager should be introduced to key stakeholders within the company, such as executives, marketing teams, and customer support teams. This task helps them understand the roles and responsibilities of each department and fosters collaboration. The Sales Manager or a designated team member typically performs this task.

11. Sales process and pipeline management: The new Sales Account Manager should be trained on the company’s sales process and pipeline management techniques. This task ensures they can effectively manage leads, qualify prospects, and close deals. The Sales Manager or a designated trainer typically performs this task.

12. Performance evaluation and feedback: The Sales Account Manager should be informed about the company’s performance evaluation process and how feedback is provided. This task helps them understand how their performance will be assessed and how they can improve. The Human Resources department or the Sales Manager typically performs this task.

13. Introduction to sales tools and resources: The new Sales Account Manager should be introduced to the various sales tools and resources available to them, such as sales enablement platforms, marketing collateral, and customer support systems. This task ensures they can leverage these resources to enhance their sales effectiveness. The Sales Operations team or a designated trainer typically performs this task.

14. Customer and prospect database orientation: The Sales Account Manager needs to be familiarized with the company’s customer and prospect database. This task involves providing them with access, explaining how to navigate the system, and highlighting the importance of accurate data entry. The Sales Operations team or a designated trainer typically performs this task.

15. Ongoing training and professional development: The Sales Account Manager should be informed about the company’s commitment to ongoing training and professional development. This task ensures they understand the opportunities available to enhance their skills and knowledge. The Human Resources department or a designated trainer typically performs this task

Setting Up Your Employee Onboarding Process

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