Sales rep onboarding checklist for B2B teams
A sales rep onboarding checklist for B2B product teams: day 1, week 1, month 1 and month 3, covering product, pricing, the CRM and ride-alongs.
By the PromptLab team6 October 20264 min read
A new rep selling coatings, resins or industrial supplies has a lot to learn before they can quote with confidence: the range, the pricing rules, which customers matter and how the team logs its work. Onboarding that happens by accident leaves them guessing for months.
This checklist spreads the learning over three months, in four stages. The aim is simple. By month three the rep should work their own accounts, quote correctly and keep the CRM up to date without prompting. If your reps resist the CRM, pair this with how to get reps to use the CRM.
Day 1: set up and welcome
The first day is for access and a first impression. Don't bury the new hire in product sheets.
Day 1
Week 1: learn the product and the pricing
Reps lose deals by quoting the wrong price or promising the wrong spec. Teach both before they talk to customers alone.
Week 1
Month 1: shadow, then lead
Ride-alongs are where tone and judgement are learned. Keep them structured so each one teaches something.
Month 1
Month 3: work independently and review
By now the rep should own their patch. This stage is about standards and feedback, not more training.
Month 3
The items people skip
- The pricing rules. New reps get a price list but not the reasons behind it, then discount too early.
- Following one order to delivery. Reps who have never seen what happens after the quote make promises operations can't keep.
- Debriefs. A ride-along without a conversation afterwards is just a car journey.
- Handing over accounts with context. A name and a phone number isn't a handover. Add the last order and the open issue.
- Asking the rep for feedback. The newest person sees what the team has stopped noticing.
Frequently asked questions
How long should sales onboarding last?
Plan for three months, with checkpoints at day 1, week 1, month 1 and month 3. Product businesses with long sample cycles may need longer before a rep is fully independent.
What should a new rep learn first?
Access, their accounts and the pricing rules. Product knowledge by application comes in the first week, and customer calls follow once they can quote correctly.
How many ride-alongs should a new rep do?
At least three before leading a call, and more if the product is technical. What matters is the debrief after each one.
How do I onboard a rep into the CRM?
Connect their email and calendar on day one, give them their accounts and have them build a practice quote in week one. Check their records in your month-one review.
Who should own onboarding?
The sales manager owns the plan, and a buddy handles day-to-day questions. Put the checklist in front of both so nothing depends on memory.