Sales Enablement · 6 min read
Why sales onboarding needs more than product knowledge
New sellers need product knowledge, but they also need practice, confidence and a clear route to their first deals.
Long ramp times are expensive. Yet many onboarding programmes are a week of product presentations followed by a target. New sellers learn the hard way.
Build a 30/60/90-day pathway
Sequence product, market, persona and process learning alongside milestones such as a first discovery call, a first demo and a first qualified opportunity.
Practise before they meet buyers
Role-play discovery and objection handling with realistic scenarios, so the first customer conversation is not the first attempt.
Involve the manager
Weekly check-ins, call reviews and clear readiness criteria help managers support progress and spot gaps early.