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Sales Onboarding & Training

Sales Onboarding & Training

Section titled “Sales Onboarding & Training”

Effective onboarding is essential to ensuring that new sales team members can contribute to the ecosystem’s commercial objectives quickly and consistently. The WillDom sales onboarding program provides structured learning paths tailored to each role, with clear milestones and performance expectations at each stage.

The program is designed to build a comprehensive understanding of the ecosystem model, commercial processes, and platform tools within the first month, enabling new team members to operate independently while maintaining alignment with the ecosystem’s standards and methodology.

Onboarding Tracks by Role

Section titled “Onboarding Tracks by Role”

Branch Sales Leader

Section titled “Branch Sales Leader”

Branch Sales Leaders are responsible for driving commercial performance within their branch, including pipeline development, opportunity management, and revenue generation.

Focus areas:

  • Ecosystem model and Transaction Model economics
  • ICP definition and account targeting strategy
  • Deal Economics & Approval (margin calculation, semaphore, TCV)
  • Opportunity Qualification criteria and process
  • Contract Negotiation Playbook (MSA/SOW key clauses)
  • Sales Programs management and execution
  • HubSpot pipeline management and reporting
  • Cross-branch collaboration and branch split mechanics

Partner

Section titled “Partner”

Partners originate client opportunities through their professional networks and industry relationships. Their onboarding focuses on understanding the ecosystem’s value proposition and commercial process well enough to introduce WillDom effectively and generate qualified leads.

Focus areas:

  • WillDom value proposition and service portfolio
  • Ecosystem model and how Partners create value
  • Client Referral Program (CRP) mechanics, eligibility, and commission structure
  • Ideal Customer Profile and target client characteristics
  • Introduction process and qualification basics
  • Deal Economics (understanding margin and how it affects CRP commissions)
  • HubSpot basics for contact management

SSC Account Development

Section titled “SSC Account Development”

The Shared Service Center (SSC) Account Development team supports branches and partners with account planning, expansion opportunity identification, and client success coordination.

Focus areas:

  • Client Lifecycle stages and Account Planning discipline
  • Expansion opportunity identification within existing clients
  • Ecosystem Sales Programs coordination
  • HubSpot contact and pipeline management
  • Cross-functional collaboration with Delivery teams
  • Objection Handling and response routing

First Two Days

Section titled “First Two Days”

Day 1 — Ecosystem Orientation

Section titled “Day 1 — Ecosystem Orientation”
  • Welcome and introduction to the team
  • Company vision, mission, and values
  • The WillDom ecosystem model and how the platform creates value
  • Overview of the role, responsibilities, and performance expectations
  • WillDom presentation and value proposition review

Day 2 — Commercial Foundation

Section titled “Day 2 — Commercial Foundation”
  • Review of the WillDom Operating System (WDOS) core sections:
    • Company Overview and Market Thesis
    • Ecosystem Structure and Transaction Model
    • Sales Process (7-step framework)
  • Introduction to Sales Programs and their objectives
  • WAVE platform overview and walkthrough
  • HubSpot account setup and initial orientation

First Week

Section titled “First Week”

By the end of the first week, the new team member should have a clear understanding of the organizational structure, commercial processes, and tools used across the ecosystem.

Activities

Section titled “Activities”
  • Complete reading of all WDOS sections relevant to the role
  • Full WAVE platform walkthrough
  • Training: Key Facts, Value Proposition, and Service Portfolio
  • Training: Sales Process (end-to-end, including platform workflows)
  • Training: Sales Programs (CRP, LinkedIn Outreach)
  • Training: Ecosystem Programs (DRP, Partner Programs)
  • Participation in one Talent Daily meeting (to understand talent pipeline)
  • 15-minute introductory calls with key functions: Delivery, Talent, Marketing, Partner/Branch leadership
  • 30-minute calls with current sales team members (shadowing and knowledge transfer)
  • One or two shadowing sessions on live sales activities
  • Initial OKR draft for the quarter

First Month

Section titled “First Month”

By the end of the first month, the new team member should be operating independently within their role and generating measurable commercial activity.

General KPIs

Section titled “General KPIs”
  • Measure average number of leads contacted per hour
  • Track outcome rates for leads contacted (response rate, qualification rate)
  • Maintain updated records in HubSpot and WAVE
  • Finalize OKRs for the quarter

Role-Specific KPIs

Section titled “Role-Specific KPIs”

Branch Sales Leader:

  • Active pipeline opportunities created
  • Calls/meetings scheduled with qualified leads
  • Leads contacted per week

Partner:

  • CRP introductions submitted
  • Introduction-to-meeting conversion rate

SSC Account Development:

  • Account plans updated
  • Expansion opportunities identified
  • Sales Programs activities coordinated