Book · 30 min read

Founding Sales, Chapter 12: High-Impact Sales Onboarding and Training

Peter Kazanjy · Founding Sales Free Intermediate

A concrete onboarding curriculum you can copy: cohorts, drilling, peer sparring and shadowing, with the argument that practice matters more than the live calls. Exactly what a first ramp plan should contain.

  • Sales management's traditional expectation is losing 30 to 50 percent of each hiring class within six months.
  • Run a one to two week boot camp, preceded by about ten hours of pre-work spread over two weeks.
  • Onboard in cohorts: it takes about the same effort to onboard four reps as one.
  • The real cost of a slow ramp is opportunity cost, 50K to 200K a month of revenue not being sold.
Open on foundingsales.com ↗

It answers 3 questions

  1. What should a new rep's first 90 days actually look like?
  2. How do I hire SDRs in India and keep them past four months?
  3. What does a genuinely elite onboarding and ramp program look like, and what does it buy you?

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