Sales onboarding plan template
The full week-by-week sales onboarding curriculum — Day 1 to Day 90 (extendable to 180 for enterprise) — with 30/60/90 milestones and certification gates, plus AI practice tied to each phase.
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WHAT YOU GET
What's in this template
Full curriculum, Day 1 to Day 180
Not just a milestone list — the actual week-by-week curriculum reps and managers work against. Product mastery, methodology certification, competitive positioning, tooling fluency, shadowing schedule, mentor pairings, and practice targets tied to each phase.
Integrated 30/60/90 milestones + certification gates
The 30/60/90 milestones aren't decoration — they're the certification gates the rep has to clear to advance. Learn to Contribute at week 4, Contribute to Lead at week 8, Lead to ramp-complete at week 12. No hand-waving between phases.
Weekly practice scenarios
Every week has a defined practice scenario tied to the skill the phase is building — pitch delivery in week 1, MEDDIC discovery in week 5, full deal-cycle simulation in week 11. The rep knows what they're drilling; the manager knows what to score against.
AI certification (evidence, not opinion)
Certification at each gate is a scored practice call against a methodology-tuned AI buyer, evaluated against the same rubric managers use to score live calls. The gate closes when the rep demonstrates behaviour under pressure — not when they've filled in a Google Doc.
Methodology-flexible
MEDDIC, MEDDPICC, BANT, SPIN, SPICED, Solution Selling — the certification gates adapt to the framework the team runs. Enterprise teams swap MEDDIC for MEDDPICC without rebuilding the plan. SaaS teams overlay SPICED. The scaffolding holds; the scoring rubric fits your stack.
Structured onboarding compresses ramp
Structured programmes with practice-based certification beat unstructured onboarding by a measurable margin. Structured + practice + evidence at each gate beats structured alone.
TEMPLATE PREVIEW
Preview the template
Four phases with practice targets and certification gates. Practise with AI to see the full plan with editable milestones.
Template preview
Sales Onboarding Plan
Days 1–30 — Learn
- Product mastery (wk1), tooling (wk1)
- ICP/persona deep-dive (wk2), methodology (wk2)
- Competitive positioning (wk3), shadowing (wk3–4)
- Certification gate: wk-3 pitch + objection practice
Days 31–60 — Contribute
- Owned territory + mentor pairing
- ~50% practice + ~50% live
- Run 5 first-meetings independently; weekly 1:1 coaching
- Gate: MEDDIC/BANT/SPIN discovery practice + first deal qualification
Days 61–90 — Lead
- Full pipeline ownership, quota proration
- Daily practice rotation; weekly call-review coaching
- Final certification: full deal-cycle simulation across three personas
Practise with AI to unlock the full template
Practise to unlock the full templateEnterprise extension (to 180 days)
- AE / multi-stakeholder cycles
- Vertical changes
- Manager dashboard tracks every rep + certification evidence
PHASE-BY-PHASE
How to run the programme
Four phases, four certification gates. Each phase has a defined output; reps don't advance until they've cleared the gate.
Days 1–30 — Learn
Product mastery (use cases, competitive positioning, methodology overview) plus tooling in week 1. ICP and persona deep-dive in week 2. Competitive positioning and shadowing in weeks 3–4. Week-3 certification gate: 5-call practice run against AI buyers covering pitch and three common objections.
Days 31–60 — Contribute
Owned territory or vertical with a mentor pairing. Roughly 50% practice load and 50% live activity. The rep runs 5 first-meetings independently with manager review. Week-8 certification gate: MEDDIC / BANT / SPIN qualification practice plus a full discovery call against an AI buyer, all scored against the team's methodology rubric.
Days 61–90 — Lead
Full pipeline ownership with prorated quota. Daily practice rotation — rehearse the next call's scenario beforehand. Weekly coaching on real call review. Final certification gate: full deal-cycle simulation against AI buyers across three personas before ramp is declared complete.
Enterprise extension (to 180 days)
For enterprise AE roles with 6+ month cycles and multi-stakeholder deals: extend Contribute to day 120 and Lead to day 180. Add MEDDPICC Paper Process and Competition drills. Vertical-specific practice scenarios replace generic ones. Manager dashboard tracks every rep against the extended plan with certification evidence at each new gate.
WHY IT FAILS
Why most sales onboarding plans fail
Too much content, too little practice
The plan is complete; the rep isn't. New hires read documentation, sit through enablement decks, take certification quizzes — and arrive at week 4 having never practised the pitch they're about to make to a real buyer. Skill transfer needs reps against a realistic buyer, not reading time.
The plan is complete, the rep isn't
"Did you finish the modules?" is the wrong question. "Show me the practice data" is the right one. Reps who tick every box in the onboarding checklist still fail their first live discovery call if the boxes didn't include practice reps. Content completion is a proxy metric; skill certification is the real one.
One-size-fits-all across roles
An inbound SDR, an outbound AE, and an enterprise CSM need three different onboarding programmes — same phases, different practice targets, different certification gates. Generic 30/60/90 plans get filed away in week 2 because the milestones don't fit the role's real motion.
Manager bandwidth disappears in month 2
Onboarding starts well in week 1 when the manager is paying attention. By week 5 the manager is firefighting their own quarter and the rep is left to ramp solo. The plan needs to assume bounded manager bandwidth — automation, AI practice, and self-serve certification gates carry the rep through the manager's busy weeks.
A visible curriculum
The onboarding weeks live inside a course, not a checklist.
Day 1 to Day 90 needs a curriculum reps can actually follow — one that survives past the first day. Cold Calling Foundations sits inside a course player with a completion-tracked contents rail, worked examples in the segment your reps sell into, and lessons that hand straight to a live practice session.
- Completion-tracked contents rail — reps pick up where they left off.
- Worked examples in your segment, not generic B2B.
- Lessons load straight into a live practice on the same page.
METHODOLOGY FIT
Works with the methodology you already run
Certification gates adapt to the team's chosen methodology. The rep certifies against the framework they'll use in live discovery, not a generic rubric.
The number the head of enablement lives on
Onboarding progress becomes one team-level readiness number.
A ninety-day plan is only worth what it produces at Day 90. The Practice Readiness Index rolls up practice performance into one team-level score — so "is the cohort ready?" has a real answer, not a status doc pasted into the QBR. That's the version of onboarding a CRO buys.
- One team-level readiness number, updated after every session.
- Cohort view — who's ahead, who's stalled, before Day 90.
- The measurable state onboarding is actually judged on.
RELATED TEMPLATES
Related templates
30/60/90 day sales plan template
The rep-side milestone plan that sits inside this onboarding programme — Learn / Contribute / Lead phases with practice targets at each 30-day gate.
Sales coaching plan template
The weekly 1:1 coaching template that continues after ramp — agenda, scorecard, action items, evidence at the next session.
Sales playbook template
The modular playbook new hires work against post-ramp — personas, plays, objection responses, methodology overlay.
For the full system around this template, see Sales Onboarding →
Customer outcome
Frequently asked questions
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