Sales Onboarding Curriculum Toolkit

Ready-to-deploy: schedule + 10 modules + sample quizzes + certification checklist.

The 4-week onboarding schedule (20 working days)

Week 1 — Foundations (Days 1–5)

• Day 1: Company/market/culture orientation, systems access confirmed, buddy assigned — Owner: HR/Enablement
• Day 2: Product deep-dive, part 1 — what we sell and why it matters — Owner: Product Marketing/Enablement
• Day 3: Ideal Customer Profile, buyer personas, competitive landscape — Owner: Sales Enablement
• Day 4: CRM & tech stack training, hands-on — Owner: Sales Ops
• Day 5: Week 1 quiz + manager 1:1 checkpoint

Week 2 — Sales Process & Messaging (Days 6–10)

• Day 6: Sales methodology/process, stage-by-stage walkthrough — Owner: Sales Manager
• Day 7: Discovery & qualification framework + call recording review — Owner: Manager/Enablement
• Day 8: Objection handling workshop — Owner: Senior Rep/Manager
• Day 9: Pitch/demo skills + elevator pitch build — Owner: Enablement
• Day 10: Week 2 quiz + first roleplay assessment

Week 3 — Applied Practice (Days 11–15)

• Day 11: Shadow 3 live calls with a tenured rep
• Day 12: Reverse shadow — rep runs the call, tenured rep silently supports
• Day 13: Roleplay marathon — discovery, objection, close scenarios scored against the New Rep Call Review Rubric
• Day 14: First solo outbound block, manager listening live
• Day 15: Week 3 quiz + roleplay certification attempt #1

Week 4 — Live Reps, Supported (Days 16–20)

• Days 16–19: Live calls daily; manager reviews 1 recorded call per day using the New Rep Call Review Rubric
• Day 20: Certification Day — final assessment + graduation to full independent quota

The 10 curriculum modules

Sample quizzes

Module 2 quiz — Product Deep-Dive (customize bracketed sections for your product)

1. In one sentence, what problem does our product solve for the customer? (open response, score against manager's model answer)
2. Name the top 3 features you'd lead with for [ICP segment A] vs. [ICP segment B].
3. True/False: [insert a common product misconception new reps have].
4. A prospect asks "how are you different from [main competitor]?" — write your answer in 2 sentences.
5. What implementation/onboarding timeline should you quote?
6. Name 2 roadmap-only features reps must NOT promise as shipped.
7. State our pricing model in one sentence, without discounting language.
8. Which team do you escalate a technical/security question to?

Module 6 quiz — Discovery & Qualification (universal, with answer key)

1. Which is an open discovery question? A) "Are you happy with your current vendor?" B) "What's driving you to look at a change right now?" C) "Do you have budget approved?" D) "Would Tuesday work for a demo?" — Answer: B
2. A prospect says "we're just looking around." What next? A) End the call B) Ask what triggered them to start looking C) Offer a discount D) Pitch your top 3 features — Answer: B
3. True/False: Confirm budget before confirming there's a real problem worth solving. — Answer: False
4. What are the components of a qualified opportunity in our process? (fill in from your own methodology — e.g., BANT/MEDDIC)
5. A prospect gives a vague pain ("things are inefficient"). What's your next question? (open response — should probe for a specific, quantifiable impact)
6. Which is the stronger qualifying question? A) "What's your timeline?" B) "What happens if this isn't solved by [date]?" — Answer: B
7. True/False: Recapping the prospect's stated problem in their own words increases close rate. — Answer: True
8. Name one red flag that a deal isn't actually qualified despite a scheduled next step. (open response)

Module 7 quiz — Objection Handling (universal, with answer key)

1. A prospect says "it's too expensive." What first? A) Offer a discount B) Ask what "expensive" is relative to C) Restate features D) End the call — Answer: B
2. True/False: Cut off a hard objection early so you keep control of the conversation. — Answer: False
3. What's the difference between a stated objection and the real objection? (open response)
4. A prospect says "I need to check with my team." Best response? A) "No problem, let me know" B) "What specifically will they want to know that I can help answer now?" — Answer: B
5. True/False: Objection handling ends the moment you give your response. — Answer: False
6. Name 2 of the most common objections you've heard in your first 30 days and how you'd respond to each. (fill in from your own calls)
7. A prospect raises the same objection twice in one call. What does that usually signal? (open response — the first response likely didn't address the real concern)
8. True/False: Price objections raised early in a call are usually genuinely about price. — Answer: False, often a smokescreen for unproven value

Certification Day checklist

Sign-off requires ALL of the following, verified by the manager:

• Scored "9–12 On Track" on at least 4 of 6 domains on the Day-30 Skill Gap Diagnostic
• Passed all 4 module quizzes at 80%+
• Completed live roleplay: full discovery-to-close scenario scored 4/5 average or better on the Call Review Rubric
• Manager has reviewed at least 4 live recorded calls in Week 4
• CRM hygiene check: last 10 activities logged accurately and on time
• Rep can deliver their elevator pitch unprompted in under 30 seconds
• No unresolved compliance/security training items outstanding
• Manager and rep both sign this form

Manager signature: ______ Date: ______ Rep signature: ______ Date: ______

Not certified? Extend supported ramp 1–2 weeks and re-test only the failed items.