Technical Sales Representatives Onboarding Checklist

Technical Sales Representatives Onboarding Process

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

Technical Sales Representatives Onboarding Checklist

1. Introduction to company culture and values: The task involves providing an overview of the company’s culture, values, and mission to the new technical sales representative. This task is typically performed by the HR department or a designated company representative who can explain the company’s core principles and how they align with the sales team’s objectives.

2. Product and service training: This task involves providing comprehensive training on the company’s products and services. It includes understanding the features, benefits, and competitive advantages of each offering. The training is usually conducted by the product management team or experienced sales representatives who are well-versed in the company’s offerings.

3. Sales process and methodology: The new technical sales representative needs to be familiarized with the company’s sales process and methodology. This task involves explaining the steps involved in the sales cycle, from prospecting to closing deals, and providing guidance on how to effectively engage with potential customers. The sales manager or a senior sales representative typically performs this task.

4. CRM system training: The new sales representative should receive training on the company’s customer relationship management (CRM) system. This task involves teaching them how to navigate the CRM, input customer data, track leads, and manage sales opportunities. The CRM administrator or a designated IT representative usually conducts this training.

5. Market and competitor analysis: To excel in their role, the technical sales representative needs to have a deep understanding of the market and competitors. This task involves providing them with resources and training on how to conduct market research, analyze industry trends, and gather competitive intelligence. The sales enablement team or marketing department often performs this task.

6. Shadowing experienced sales representatives: To gain practical knowledge and learn best practices, the new technical sales representative should have the opportunity to shadow experienced sales representatives. This task involves pairing them with a seasoned salesperson who can provide guidance, demonstrate effective sales techniques, and answer any questions. The sales manager or a designated mentor typically arranges this shadowing experience.

7. Customer engagement training: Building strong relationships with customers is crucial for success in technical sales. This task involves providing training on effective customer engagement strategies, including active listening, effective communication, and relationship-building techniques. The sales manager or a designated sales trainer usually conducts this training.

8. Pricing and negotiation training: The new technical sales representative should receive training on pricing strategies and negotiation techniques. This task involves teaching them how to effectively communicate value, handle objections, and negotiate win-win agreements. The sales manager or a designated sales trainer typically performs this task.

9. Collaboration with other departments: Technical sales representatives often need to collaborate with various departments within the company, such as product management, engineering, and customer support. This task involves introducing the new sales representative to key personnel in these departments, explaining their roles, and fostering cross-functional collaboration. The sales manager or a designated representative from each department typically performs this task.

10. Goal setting and performance expectations: To ensure clarity and alignment, the new technical sales representative should have clear goals and performance expectations. This task involves setting specific, measurable, achievable, relevant, and time-bound (SMART) goals and discussing performance metrics. The sales manager or a designated supervisor typically performs this task.

11. Ongoing training and professional development: To continuously improve their skills and stay updated with industry trends, the new technical sales representative should have access to ongoing training and professional development opportunities. This task involves providing resources, workshops, webinars, and conferences that can enhance their knowledge and skills. The sales enablement team or HR department typically oversees this task.

12. Performance evaluation and feedback: Regular performance evaluations and feedback sessions are essential for the growth and development of the technical sales representative. This task involves conducting periodic performance reviews, providing constructive feedback, and identifying areas for improvement. The sales manager or a designated supervisor typically performs this task

Setting Up Your Employee Onboarding Process

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