Sales Manager Onboarding Checklist

Sales Manager Onboarding Process

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

Sales Manager Onboarding Checklist

1. Introduction to the company: The sales 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 company representative.

2. Familiarization with products/services: The sales manager should receive detailed information about the products or services offered by the company. This includes understanding the features, benefits, target market, and competitive advantages. The sales manager may receive this information from the product development team or the marketing department.

3. Understanding the sales process: The sales manager should be trained on the company’s sales process, including lead generation, prospecting, qualifying leads, making presentations, negotiating, and closing deals. This training is usually conducted by the sales training team or the sales director.

4. CRM system training: The sales manager should be trained on the company’s customer relationship management (CRM) system, which is used to track and manage customer interactions, sales activities, and pipeline. This training is typically provided by the IT department or the CRM administrator.

5. Territory or account assignment: The sales manager should be assigned a specific territory or set of accounts to manage. This task is usually performed by the sales director or the sales operations team.

6. Introduction to the sales team: The sales manager should be introduced to the sales team members, including their roles and responsibilities. This helps in building relationships and understanding the dynamics within the team. The sales manager may be introduced by the sales director or the team lead.

7. Setting sales targets and goals: The sales manager should work with the sales director or senior management to set sales targets and goals for the team. This task involves analyzing historical data, market trends, and business objectives to establish realistic and achievable targets.

8. Training on sales tools and resources: The sales manager should be trained on the various sales tools and resources available to support their role, such as sales enablement platforms, sales collateral, pricing guides, and competitive intelligence. This training is typically provided by the sales operations team or the sales enablement team.

9. Understanding the compensation structure: The sales manager should be provided with a clear understanding of the compensation structure, including base salary, commission, bonuses, and any other incentives. This task is usually performed by the HR department or the finance team.

10. Shadowing experienced sales representatives: The sales manager should spend time shadowing experienced sales representatives to observe their sales techniques, customer interactions, and overall sales process. This provides valuable insights and helps the sales manager learn from the best practices of the team.

11. Attending sales meetings and trainings: The sales manager should be included in regular sales meetings and trainings to stay updated on sales strategies, new product launches, market trends, and any changes in the sales process. These meetings are typically conducted by the sales director or the sales training team.

12. Building relationships with key stakeholders: The sales manager should proactively build relationships with key stakeholders within the company, such as marketing, product development, customer support, and finance. This collaboration ensures smooth coordination and alignment between departments.

13. Creating a sales forecast: The sales manager should work with the sales team to create a sales forecast, which includes projected sales revenues, expected deal closures, and pipeline analysis. This task is usually performed in collaboration with the sales operations team or the finance department.

14. Developing a sales strategy: The sales manager should develop a sales strategy that aligns with the company’s overall business objectives. This involves analyzing market trends, identifying target segments, and determining the most effective sales approaches. The sales manager may work closely with the sales director or senior management on this task.

15. Establishing performance metrics: The sales manager should establish performance metrics and key performance indicators (KPIs) to measure the success of the sales team. This includes metrics such as revenue targets, conversion rates, average deal size, and customer satisfaction. The sales manager may collaborate with the sales operations team or the HR department to define these metrics.

16. Conducting performance reviews: The sales manager should conduct regular performance reviews with the sales team members to provide feedback, identify areas for improvement, and recognize achievements. This task is typically performed by the sales manager in collaboration with the HR department.

17. Continuous learning and development: The sales manager should actively participate in ongoing learning and development opportunities, such as sales training programs, industry conferences, and webinars. This helps the sales manager stay updated on the latest sales techniques, industry trends, and best practices.

18. Building a network: The sales manager should actively build a network of industry contacts, potential customers, and strategic partners. This involves attending industry events, joining professional associations, and leveraging social media platforms to expand their network.

19. Monitoring and analyzing sales data: The sales manager should regularly monitor and analyze sales data to identify trends, opportunities, and areas for improvement. This task involves reviewing sales reports, analyzing customer feedback, and collaborating with the sales operations team or the business intelligence team.

20. Providing sales coaching and mentoring: The sales manager should provide coaching and mentoring to the sales team members, helping them improve their sales skills, overcome challenges, and achieve their targets. This task requires strong leadership and communication skills.

Overall, these onboarding tasks aim to equip the sales manager with the necessary knowledge, skills, and resources to effectively lead the sales team and drive revenue growth within the company

Setting Up Your Employee Onboarding Process

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