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    New Hire Sales Training

    By RepCard, built by field sales reps

    New hire sales training is the structured program that builds a new rep's product knowledge, sales skill, and process competence in the first 30 to 90 days. It blends classroom learning, role-play, shadowing, certification, and live coaching. Strong training programs cut ramp time and lift 90-day retention.

    What New Hire Sales Training Actually Looks Like

    Week 1: Product, company, and legal. The rep learns what you sell, why, to whom, and what they can and cannot say. Certification quiz at the end of week 1. Week 2: Pitch and objection mastery. Rep memorizes and delivers the 7-step pitch. Role-play daily. Shadow veteran reps in the field. Week 3: Solo reps. Rep runs their own knocks or calls with a manager watching. Film review at end of day. Weeks 4 to 12: Sustain and scale. Daily activity at ramp quota. Weekly 1:1 coaching on one skill at a time. Monthly review of metrics.

    The Content Mix That Works

    40% role-play and practice. 30% live field/phone reps. 20% manager coaching and film review. 10% classroom/self-paced content. Most programs invert this and put 70% into classroom. That is why so few actually produce reps who hit quota.

    Training Topics Every Program Must Cover

    Ideal customer profile and disqualification rules. 7-step pitch with scripted transitions. Top 15 objections with responses. Product features, pricing, financing, warranty. Compliance and legal must-avoids. CRM workflow and deal-logging process. Competitive positioning (without naming competitors in marketing). Tools stack with hands-on certification.

    How to Measure New Hire Training

    Certification pass rate. Time to first deal. Activity-to-outcome pull-through rates. 30-day, 60-day, and 90-day quota attainment. 90-day and 180-day retention. If 90-day quota attainment sits below 50%, the training is the variable. Not the hiring.

    RepCard's Take

    "RepCard is the Sales Operating System with new hire training built into the app your reps use to sell. Training modules, certification quizzes, role-play submission, manager feedback, and ramp leaderboards all live in one place. No separate LMS. No Google Drive graveyard. New hires train inside the same software they will live in every day after ramp."

    — Brad Mortensen, Founder & CEO, RepCard

    Frequently Asked Questions

    First 30 days are intensive. Ongoing training should continue for the rep's entire career. Sales skill decays without reps.

    Hybrid. Live classroom for week 1. Remote reinforcement with recorded content. In-person shadowing for field sales. Fully remote training fails in field sales because reps cannot learn door mechanics over Zoom.

    Best teams split it. Enablement builds the content. The direct manager delivers coaching. Top reps contribute pitch role-play and film. HR does not own this.

    Refresh pitch, objection, and product content quarterly. Source new examples from top performers. Tie refreshes to product launches and market changes.

    Role-play with pressure. Most teams role-play in a friendly room with a friendly manager. Real training simulates the customer who is rude, skeptical, and busy.

    Train New Hires That Actually Produce.

    RepCard's training library, certifications, and coaching tools run inside the app your reps sell in every day.

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