Sales rep onboarding 30/60/90

A 90-day plan for each new seller, with mentor assignments and a skills check.

New sellers take a long time to reach full speed, and training depends on one mentor

Use it when: You are hiring a seller and want an onboarding plan, not a pile of materials.

The new seller is hired, or about to be, and you want the first 90 days in writing. Without a plan you bring someone in by feel, and a month later you cannot say what they can do.

There are two role variants. Inbound: the new rep handles the inquiry and the proposal, then passes the deal on with notes. Full cycle: they run the deal from inquiry to payment and after it. You pick one, and the skills map sets the targets for that role.

If nobody is starting in the coming weeks, leave it for later. The plan hangs on a real start date and a named mentor. Until both exist, its dates mean nothing.

Find 15 minutes on the Thursday or Friday before the start and open worksheet 1, Role and goals for 90 days. Write the role in one line, then one goal each for day 30, day 60 and day 90: what the person does, and how it shows. Every number stays marked as assumed until you and the owner agree on it.

In the same sitting, go to the Settings tab of the Skills map workbook and enter the employee code, the role variant and the start date (a Monday). Checkpoint dates and targets for all 12 skills then fill in by themselves.

Name the mentor: your best salesperson, or you. The guide suggests eight hours in week 1, about four hours a week through week 4, and two hours a week after that.

On the first Monday the new seller starts with the Onboarding plan in hand. Three 40-minute checkpoints are already in the calendar, at the end of weeks 4, 9 and 13. On Friday comes the first 20-minute wrap-up with the mentor.

Questions