Onboarding Programs

Why Onboarding Programs Matter

Most sales organizations throw new hires into the deep end with minimal structure. They spend months figuring out the product, the pitch, the process, and the politics before they can sell effectively. Meanwhile, quota clocks are ticking, pipelines are empty, and hiring costs compound.

A structured onboarding program solves this by creating a clear path from day one to first deal. Every new rep gets the same proven process: product mastery, methodology training, territory planning, and progressive deal exposure.

The result? Reps hit productivity faster, confidence builds quicker, and your investment pays off sooner. Instead of 6-12 month ramp times, you can get new hires contributing to pipeline in 60-90 days with the right onboarding framework.

The 30-60-90 Day Framework

30-Day Foundation

Product mastery, process orientation, and initial methodology training to build baseline competency. Focus on learning the company, market, product, and basic sales process. New hires shadow experienced reps and complete certification on core product knowledge.

60-Day Application

Territory planning, shadowing top performers, and first deal cycles with manager support. Reps begin prospecting, conducting discovery calls, and participating in sales cycles. They work qualified leads with coaching and gradually build their own pipeline.

90-Day Independence

Full territory ownership, independent deal management, and quota accountability. Reps carry quota (often ramped to 50-75% of full target), manage their own opportunities, and demonstrate proficiency in the full sales cycle from prospecting to close.

Coaching & Support

Regular check-ins, skill assessments, and manager coaching throughout the onboarding journey. Weekly 1:1s focus on skill development, deal support, and clearing blockers. Peer mentorship pairs new hires with successful reps for ongoing guidance.

Milestones & Metrics

Clear success criteria for each phase with measurable outcomes. Track activity metrics, skill certifications, deal progression, and early revenue contribution. Use data to identify struggling reps early and provide targeted support.

Certification & Graduation

Formal assessment and graduation at 90 days to ensure competency before full quota ramp. Reps demonstrate mastery through deal simulations, product exams, and methodology assessments. Graduation signals readiness for full territory and quota accountability.

Key Takeaways

• Structured onboarding cuts ramp time in half and improves early productivity
• 30-60-90 day frameworks provide clear milestones and progressive skill development
• Each phase builds on the last: foundation, application, then independence
• Regular coaching and skill assessment ensure reps progress on track
• Measurable milestones allow early identification and support of struggling reps
• Formal graduation criteria ensure readiness before full quota accountability