Sales Executive Onboarding Checklist

Sales Executive Onboarding Process

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

Sales Executive Onboarding Checklist

1. Introduction to the company: The sales executive 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. Product and service training: The sales executive should receive thorough training on the company’s products and services, including their features, benefits, and competitive advantages. This training is usually conducted by the sales enablement team or product managers.

3. Sales process and CRM training: Familiarizing the sales executive with the company’s sales process and the customer relationship management (CRM) system is crucial. This training should cover lead generation, prospecting, qualifying, presenting, negotiating, and closing deals. The sales enablement team or sales managers typically handle this task.

4. Territory and account assignment: The sales executive should be assigned a specific territory or set of accounts to manage. This task is typically performed by the sales manager or sales operations team, who provide the necessary information and guidance on existing customers and prospects.

5. Shadowing experienced sales representatives: To gain practical insights into the company’s sales approach and best practices, the sales executive should shadow experienced sales representatives. This task is usually coordinated by the sales manager, who pairs the new hire with a seasoned salesperson.

6. Introduction to key stakeholders: The sales executive should be introduced to key stakeholders within the company, such as executives, department heads, and colleagues from other teams. This introduction helps build relationships and facilitates collaboration. The sales manager or HR department typically handles this task.

7. Market and competitor analysis: The sales executive should receive training on conducting market research and analyzing competitors. This task is usually performed by the sales enablement team or marketing department, who provide relevant resources and tools.

8. Goal setting and performance expectations: The sales executive should have a clear understanding of their performance expectations and goals. This task is typically performed by the sales manager, who sets targets and discusses performance metrics with the new hire.

9. Sales collateral and tools: The sales executive should be provided with all necessary sales collateral, such as brochures, presentations, and case studies. Additionally, they should be trained on using sales tools like email automation, CRM, and sales analytics platforms. The sales enablement team or sales operations team typically handle this task.

10. Role-specific training: Depending on the specific sales executive role, additional role-specific training may be required. For example, if the sales executive is responsible for managing key accounts, they may need training on account management strategies. This task is typically performed by the sales manager or a designated subject matter expert.

11. Sales team integration: The sales executive should be integrated into the sales team, including attending team meetings, participating in team-building activities, and getting to know their colleagues. The sales manager or team lead typically handles this task.

12. Performance evaluation and feedback: Regular performance evaluations and feedback sessions should be conducted to assess the sales executive’s progress and provide guidance for improvement. This task is typically performed by the sales manager or a designated performance management team.

13. Ongoing professional development: The sales executive should be encouraged to engage in ongoing professional development activities, such as attending sales conferences, webinars, and training sessions. The sales enablement team or HR department typically support this task by providing relevant resources and opportunities.

14. Sales compensation and benefits: The sales executive should receive detailed information about their compensation structure, including base salary, commission structure, and any additional benefits or incentives. This task is typically handled by the HR department or sales operations team.

15. Compliance and legal training: The sales executive should receive training on compliance and legal requirements related to sales activities, such as data privacy regulations and industry-specific regulations. This task is typically performed by the legal department or compliance team.

16. Performance tracking and reporting: The sales executive should be trained on how to track their sales activities, report progress, and use sales analytics tools to monitor their performance. This task is typically supported by the sales operations team or sales enablement team.

17. Customer relationship management: The sales executive should be trained on building and maintaining strong customer relationships, including effective communication, relationship management strategies, and customer service best practices. This task is typically performed by the sales enablement team or sales managers.

18. Sales forecasting and pipeline management: The sales executive should receive training on sales forecasting techniques and pipeline management to effectively plan and prioritize their sales activities. This task is typically performed by the sales enablement team or sales managers.

19. Continuous feedback and coaching: Regular feedback and coaching sessions should be provided to the sales executive to help them improve their sales skills and performance. This task is typically performed by the sales manager or a designated sales coach.

20. Integration with other departments: The sales executive should be introduced to and integrated with other departments that play a crucial role in the sales process, such as marketing, customer support, and product development. This task is typically coordinated by the sales manager or a designated cross-functional team

Setting Up Your Employee Onboarding Process

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