Tatiana Gudkova

Want to help new sellers succeed from day one? This guide shows you how to create an onboarding experience that builds confidence, encourages engagement, and leads to faster results.

Remember your first day in sales? The mixture of excitement and uncertainty, the eagerness to succeed, and perhaps a touch of anxiety about the unknown?

That's exactly what your new sellers are experiencing right now. The sales onboarding process isn't just about paperwork and procedures – it's about transforming that nervous energy into confidence and capability.

Let's start with some eye-opening facts: According to the Sales Management Association's 2023 report, companies with structured seller onboarding programmes see new team members reaching their targets faster than those without.
But here's the thing – it's not just about speed. It's about creating an environment where sellers feel supported, understood, and equipped to succeed.

First impressions matter. Here's how to make them count:

• Send a welcome package before day one.
• Set up all necessary accounts in advance.
• Create a personalised first-week schedule.
• Assign a buddy or mentor.

Seturon's onboarding module helps automate these steps while keeping the personal touch intact. For example, you can schedule personalised welcome messages and automate account setup while your team focuses on meaningful interactions.

Gone are the days of overwhelming new sellers with massive manuals. Modern onboarding is about digestible, practical learning:

Break it down:

Sellers who participate in role-playing exercises during onboarding reach proficiency faster. Here's how to make practice sessions work:

Every successful seller onboarding journey begins before the actual start date. While there's no one-size-fits-all approach, pre-boarding activities help set expectations and reduce first-day anxiety.

Consider this phase your opportunity to make a strong first impression.

The exact components will vary based on your company's culture and resources, but here's a practical starting point that can be adjusted to suit your needs.

Before day one:

• Send welcome package with company swag.
• Provide access to basic training materials.
• Share first-week schedule.
• Connect with team buddy.
• Set up necessary accounts and permissions.

Welcome package contents:

Remember that this schedule is a framework, not a rigid structure.

Some companies might need to compress these activities into a few hours if they need sellers to begin work immediately, while others can spread them across several days for more thorough integration.

The key is to adapt these elements to your company's specific needs and culture. For instance, a marketplace might prioritise platform training on day one, while a direct sales organisation might focus more on product knowledge.

Consider your sellers' backgrounds and your company's immediate priorities when adopting this framework.

With our assessment complete, we can build out the core of our security training program. This section breaks down into two key areas: foundational security awareness that every employee needs to master, and advanced topics for those requiring deeper knowledge. We've structured these components to build upon each other, ensuring employees develop a comprehensive understanding of security practices.

Creating a successful remote workspace goes beyond just providing a laptop. Let's dive into what makes remote onboarding work.

First impressions matter, especially in a remote environment. Before your new seller log in for their first day, ensure they have everything needed for a smooth start. This means providing a detailed equipment checklist that covers both hardware and software requirements. We're not just talking about a computer – think webcam quality, headset specifications, and even lighting recommendations for professional video calls.

Home office guidelines are equally crucial. Share best practices for setting up an ergonomic workspace, including proper desk height, chair support, and monitor positioning. Remember, a comfortable seller is a productive seller.
Security can't be an afterthought in remote work. Establish clear protocols for VPN usage, two-factor authentication, and secure file sharing.

Remote work demands a new set of collaboration skills. Start by establishing clear virtual meeting etiquette – when to mute, how to share screens effectively, and how to ensure everyone gets a chance to contribute.

Document sharing has become an art in the remote world. Create clear naming conventions, folder structures, and version control practices. This prevents the all-too-common "which version is the latest?" confusion.

When done right, digital whiteboarding sessions can be as effective as their physical counterparts. Train your team to use collaborative tools for brainstorming and planning. Screen sharing should feel natural and not nerve-wracking. Practice common scenarios like presenting sales decks or demonstrating software.

The biggest challenge in remote onboarding isn't technical – it's human. Virtual coffee breaks might initially sound forced, but they're essential for building team bonds. Schedule these informal sessions regularly, keeping them optional but encouraging participation.

Online team building needs careful planning to avoid feeling awkward. Think beyond basic video calls – try virtual escape rooms, online cooking classes, or team trivia sessions. These activities help break the ice and build lasting connections.

Digital water cooler channels provide a space for casual conversation. Create dedicated channels for non-work discussions, whether sharing weekend plans or discussing the latest industry news. Remote shadowing sessions take more planning than their in-person counterparts but are invaluable for learning. Watch experienced sellers handle calls, then discuss observations in private channels.

Celebrate wins virtually – whether it's a new seller's first sale or a team milestone. Use video calls for essential celebrations and consider sending physical rewards or recognition items to remote team members' homes. These moments of recognition help build a solid remote culture and keep motivation high.

Hybrid work brings unique opportunities for seller onboarding. When in the office, focus on activities that benefit from physical presence: hands-on product training, team building, and face-to-face mentoring sessions. Use this time for collaborative problem-solving and building personal connections.

Remote days should emphasise independent work and self-paced learning. Structure these days around virtual customer interactions, online training modules, and documentation review. This approach allows sellers to practice skills and absorb information at their own pace while staying connected through digital tools.

The key to successful hybrid onboarding lies in clear communication and flexibility.

Modern onboarding doesn't mean losing the human touch; it means enhancing it. Here's how Seturon helps create a seamless experience:

Track these key indicators:

Remember, successful seller onboarding is about creating connections, building confidence, and providing the proper support at the right time.

Start with these steps:

Great seller onboarding isn't about ticking boxes but building relationships and setting up your team for success. By focusing on the human element while leveraging the right tools and technology, you can create an onboarding experience that new sellers actually look forward to.