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Sales Onboarding Checklist

A 23-task onboarding checklist for Account Executives, SDRs, Customer Success, and Solutions Engineers. Includes product certification, demo practice, pipeline building, and 30/60/90-day check-ins.

Sales reps need to be productive fast. This template structures the ramp from product training and CRM setup through first pipeline targets. Built for AEs, SDRs, Customer Success, and Solutions Engineers. For tips on automating multi-department coordination, see How to Automate Onboarding in Jira.

23Tasks
4Phases
6Departments
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  • Send offer letter and employment agreementHR
    Offer letter, commission/bonus plan, NDA, non-compete (if applicable)
  • Collect signed paperworkHR
    Tax forms, identification, banking for commission payments
  • Order laptop and sales tools hardwareIT
    Laptop, external webcam (for demos), headset, second monitor
  • Create accounts (CRM, email, Slack, demo environments)IT
    Salesforce/HubSpot, email, Slack, product demo/sandbox environments, Zoom
  • Set up CRM access and territory assignmentSales Ops
    Configure CRM views, assign territory/accounts, set up pipeline tracking
  • Assign sales mentor/buddyManager
    Pair with a top-performing peer for shadowing and coaching
  • Welcome message to sales teamManager
    Announce in sales channel with background and territory info
  • Day 1 orientation and company overviewHR
    Company story, mission, competitive positioning, org structure
  • Meet with sales manager (quota, territory, expectations)Manager
    Review quota, territory assignment, ramp expectations, compensation plan details
  • Product deep dive session 1 (core product)Manager
    Hands-on product walkthrough covering core features and value propositions
  • Complete security and compliance trainingEmployee
    Security, data handling, customer data privacy, acceptable use
  • Review sales playbook and battle cardsEmployee
    Study competitive battle cards, objection handling guides, pricing frameworks
  • Shadow 3 sales calls with buddyBuddy
    Observe discovery calls, demos, and negotiation techniques
  • Product deep dive session 2 (advanced features)Manager
    Deep technical features, integration points, and common customer architectures
  • Complete product certification quizEmployee
    Pass internal product knowledge assessment (80% minimum score)
  • Complete HR benefits enrollmentEmployee
    Health, retirement, and other benefits
  • Deliver first practice demo (internal)Employee
    Deliver a mock demo to manager and buddy; receive structured feedback
  • Make first prospecting calls (supervised)Employee
    Begin outreach under buddy supervision
  • Meet key partners (SE, CS, Marketing)Buddy
    Introductions to teams the rep will collaborate with on deals
  • Complete CRM hygiene trainingSales Ops
    Learn CRM data entry standards, pipeline stages, forecasting methodology
  • 30-Day Check-inManager
    Review ramp progress, pipeline building, knowledge assessment results
  • 60-Day Check-inManager
    Evaluate first deals in pipeline, demo quality, customer interaction feedback
  • 90-Day Check-inManager
    Full ramp assessment: pipeline health, quota attainment trajectory, independent deal management

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