30-60-90 Day Sales Onboarding Plan

DAYS 1-30: FOUNDATION

First 30 Days Plan

DAYS 1-30: LEARN THE BUSINESS

WEEK 1: ORIENTATION
☐ Complete HR onboarding
☐ System access setup
☐ Meet team members
☐ Review company overview
☐ Start product training

WEEK 2: PRODUCT DEEP DIVE
☐ Complete product training
☐ Shadow customer calls
☐ Review competitive landscape
☐ Study buyer personas
☐ Pass product quiz

WEEK 3: PROCESS MASTERY
☐ Learn sales process
☐ Master CRM workflows
☐ Understand lead routing
☐ Review win/loss stories
☐ Study best practices

WEEK 4: INITIAL EXECUTION
☐ Observe live demos
☐ Practice discovery calls
☐ Role-play objections
☐ Make first outbound calls
☐ 30-day checkpoint review

DAY 30 SUCCESS CRITERIA:
☐ Product quiz: 80%+
☐ CRM proficiency
☐ First prospect conversations
☐ Manager sign-off

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DAYS 31-60: APPLICATION

Days 31-60 Plan

DAYS 31-60: APPLY SKILLS

WEEK 5-6: PROSPECTING
☐ Build target account list
☐ Execute outbound sequence
☐ Book qualified meetings
☐ Practice discovery calls
☐ Call review with manager

WEEK 7-8: ACTIVE SELLING
☐ Run discovery calls solo
☐ Deliver first demos
☐ Create first proposals
☐ Navigate objections
☐ Build pipeline

DAY 60 SUCCESS CRITERIA:
☐ _____ qualified meetings
☐ _____ active opportunities
☐ $_____ pipeline created
☐ Discovery call assessment
☐ Manager sign-off

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DAYS 61-90: INDEPENDENCE

Days 61-90 Plan

DAYS 61-90: PERFORM

WEEK 9-10: FULL EXECUTION
☐ Own full sales cycle
☐ Manage pipeline independently
☐ Negotiate deals
☐ Handle complex objections
☐ Close first deal

WEEK 11-12: CERTIFICATION
☐ Complete certification exam
☐ Demonstrate all competencies
☐ Achieve activity targets
☐ Hit ramp quota
☐ Final certification review

DAY 90 SUCCESS CRITERIA:
☐ Certification passed
☐ First deal closed
☐ Ramp quota achieved
☐ Full independence
☐ Manager graduation sign-off

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