Team/Manager
Checklist
Free
New Hire Sales Onboarding Checklist (Day 1 to Day 90)
The exact task list managers run for every new sales hire, from pre-boarding access provisioning through the day-90 solo-launch review, so CRM access, shadowing hours, and certification exams never quietly slip through the cracks.
What's inside
- Pre-Day-1 checklist (accounts provisioned before start)
- Day 1 checklist (welcome, workstation, first logins)
- Week 1 checklist (CRM, product basics, first shadow sessions)
- Weeks 2-4 / Day 30 gate checklist (cert prep, deeper shadowing)
- Days 31-60 checklist (certification exam, supervised solo attempts)
- Days 61-90 checklist (solo launch, full pipeline ownership)
- Manager 1:1 cadence checklist across all four phases
- Escalation triggers for when a step slips
Copy this into your onboarding tracker per new hire. Every box needs an owner (Manager / IT / Enablement / Rep) and a date, not just a checkmark.
Pre-Day 1 (complete the week before start date)
- Offer signed, start date confirmed
- Laptop/hardware ordered and configured
- Email account + calendar created
- CRM license provisioned and role/territory assigned
- Dialer / sales-engagement tool license provisioned
- Slack/Teams added to team channels
- Org chart and "who's who" doc shared
- Manager blocks first-week calendar (1:1s, shadow sessions, welcome lunch)
- Buddy/mentor assigned (a peer rep, not the manager)
- Workstation/desk ready (or remote-work kit shipped)
Day 1
- Welcome meeting with manager — role expectations, first-week schedule walkthrough
- IT setup confirmed working (login, VPN, dialer, CRM)
- Intro to buddy/mentor
- Benefits/HR paperwork completed
- Company/product overview session scheduled
- Access to shared drives, playbooks, battlecards, pricing sheet confirmed
- Calendar invite sent for Week 1 shadow sessions
Week 1
- Core CRM training — pipeline stages, required fields, opportunity creation
- Product/platform foundations training (Module 1 of the Product Knowledge Quiz Bank)
- ICP and buyer-persona overview
- Competitive landscape overview
- Sit in on 3+ live calls with tenured reps (shadowing)
- Debrief each shadow session with buddy — what did you notice?
- First 1:1 with manager — expectations, questions, comfort check
- Methodology/qualification framework introduced (see Sales Methodology Glossary if unfamiliar with terms)
Weeks 2–4 (Day 30 gate)
- Continued shadowing — 5+ additional live calls across deal types
- Reverse-shadow: new hire runs part of a call with tenured rep silently observing
- Objection-handling and role-play practice sessions (2+)
- Pricing/packaging and discounting-authority training completed
- Security/compliance and legal-basics training (if applicable to product)
- Product Knowledge Quiz Bank — Modules 1–3 passed
- Certification exam scheduled (target: sit by day 30–35)
- Manager 1:1 — Day 30 check-in: readiness self-assessment vs. manager assessment
- Gate: manager signs off new hire is ready to move into supervised solo activity
Days 31–60
- Certification exam completed (see New Rep Certification Scorecard)
- First supervised solo calls — manager or buddy silently joins, debriefs after
- CRM hygiene spot-check — required fields being populated without reminders
- First self-sourced pipeline built (prospecting activity begins)
- Mid-ramp 1:1 — review 30-60-90 plan progress against targets
- Deal review participation — new hire presents own deal in team pipeline review
- Gate: certification passed AND 3+ supervised calls scored at "meets bar" or above
Days 61–90
- First fully solo call, no observer
- Full pipeline ownership transferred (territory/patch live)
- Quota or activity targets set for month 4 onward
- Day 90 review — compare actuals (calls, meetings, pipeline generated) against 30-60-90 plan
- Manager + skip-level sign-off: new hire cleared for full autonomous ownership
- First 90-day retro conversation — what worked, what should change for the next new hire
Manager 1:1 cadence (run in parallel with every phase above)
| Phase | Frequency | Focus |
|---|---|---|
| Week 1 | Daily 15 min | Comfort, blockers, logistics |
| Weeks 2–4 | 2x/week, 30 min | Skill-building, shadow debriefs |
| Days 31–60 | Weekly, 30 min | Certification, first solo attempts |
| Days 61–90 | Weekly, 30 min | Pipeline, quota ramp, autonomy |
Escalation triggers — don't let these slide silently
- Certification not attempted by day 35 → escalate to enablement lead
- Two consecutive "does not meet" role-play scores → additional coaching plan, not a second silent attempt
- CRM required fields still empty at day 45 → manager sits in on next 3 opportunity updates
- No self-sourced pipeline by day 60 → review prospecting activity volume, not just quality
How to use it
Assign an owner to each unchecked box the week before the new hire starts, and have the hiring manager walk through the relevant phase's checklist in every 1:1 until day 90.