Sales Onboarding (New AE)
A 30/60/90-day workspace for onboarding new account executives, coordinating training, certification, ride-alongs, pipeline creation, and manager check-ins in one workflow.
Every employee gets a seat — priced per employee in AI Productivity, quoted with this template ready.
Rolled out to every employee at AutoZone (125,000), PetSmart (50,000+), A.S. Watson and Raley's (20,000) — and at larger retailers we are not permitted to name.
Built for: B2b Saas Sales · Enterprise Technology · Business Services · Financial Services Sales · Healthcare Technology
Overview
Sales Onboarding (New AE) is a 90-day team workspace for turning a new account executive’s ramp plan into visible work. It organizes onboarding around three stage-based task lists: Days 1-30 for foundation and certification, Days 31-60 for field practice and pipeline creation, and Days 61-90 for independent execution and a first deal. Milestones show whether the AE has moved from aligned expectations to tool fluency, certification, account planning, field execution, and day-90 readiness.
The channel structure follows the actual workflow of an AE ramp rather than a generic general channel: kickoff-and-expectations, enablement-and-training, field-coaching-and-ride-alongs, pipeline-and-account-planning, decisions-and-blockers, and retros-and-feedback. A 90-Day AE Ramp Readiness hill chart provides a shared view of confidence and remaining risk. Weekly and biweekly check-ins create a defined coaching cadence, while pinned resources provide the scorecard, RACI canvas, positioning guide, qualification framework, call guide, account-research worksheet, and data-handling policy.
Use this template when a manager needs a repeatable ramp process with clear DRIs, evidence, and review points. It is not a substitute for your CRM, LMS, HR onboarding system, compensation plan, or legal approval workflow. Do not use the workspace as the authoritative location for customer records or sensitive data; link to approved systems instead.
Standards & compliance context
- Use the Customer Data Handling and Approved-System Policy as the source of truth for storing, sharing, and reviewing customer information during onboarding.
- Keep CRM, LMS, calendar, video, and conversation-intelligence records in their authorized systems and use workspace links as integration touchpoints.
- Add organization-specific privacy, security, recording-consent, healthcare, financial-services, or public-sector review gates before the AE practices with real customer data.
- Treat completion of this workspace as an operational record of ramp activity, not as legal, regulatory, employment, or sales-certification approval by itself.
General regulatory context for orientation only — verify current requirements with counsel or the relevant agency before relying on this template for compliance.
What's inside this template
Members
Role-based members establish the RACI for the ramp while allowing the cloning tenant to assign the actual people.
- New Account Executive
- Sales Manager
- Sales Enablement Lead
- Solutions Consultant
- Peer Account Executive Coach
- Sales Operations Partner
- Human Resources or People Partner
Channels
Workflow-specific channels separate expectations, training, field coaching, pipeline decisions, blockers, and retrospectives so conversations remain findable.
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kickoff-and-expectations
Ramp kickoff, role expectations, success measures, calendar, and 30/60/90 plan.
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enablement-and-training
Product, industry, messaging, sales process, tools, and policy training.
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field-coaching-and-ride-alongs
Shadowing plans, call preparation, ride-along notes, and coaching actions.
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pipeline-and-account-planning
Territory priorities, account research, RICE-ranked targets, opportunity reviews, and pipeline creation.
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decisions-and-blockers
Document ramp decisions, escalations, dependencies, and unresolved blockers.
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retros-and-feedback
Weekly lessons learned, manager feedback, enablement gaps, and improvements to the ramp.
Check ins
Defined check-in cadences turn onboarding into a recurring coaching and inspection rhythm rather than a collection of one-off meetings.
- Weekly Monday Ramp Check-in
- Weekly Friday Field Practice Debrief
- Biweekly Pipeline and Account Review
- Monthly Enablement Readiness Review
Milestones
Milestones mark evidence-based transitions from foundational learning to certification, pipeline creation, independent execution, and next-quarter planning.
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Ramp kickoff and expectations aligned
Role scorecard, RACI, default visibility, check-in cadence, learning plan, and success measures are confirmed.
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Core tools and foundational training complete
Required access is working and the AE has completed initial product, market, process, and policy training.
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Certification and first shadowing complete
Foundational certification is passed and the AE has documented lessons from observed customer interactions.
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Initial account plan and qualified pipeline established
Priority accounts are RICE-ranked, plans are documented, and initial qualified opportunities are reviewed.
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Independent field execution demonstrated
The AE independently leads customer conversations, maintains CRM hygiene, and advances opportunities with appropriate support.
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Day-90 ramp review and next-quarter plan complete
Ramp outcomes, first-deal progress, capability gaps, coaching commitments, and next-quarter priorities are documented.
Task lists
Stage-based task lists make the 30/60/90 ramp actionable by grouping work according to what the AE must be able to do next.
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Days 1-30: Foundation and Certification
Establish role context, learn the product and sales motion, configure tools, and complete foundational certifications. DRI: New Account Executive; Accountable: Sales Manager.
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Days 31-60: Field Practice and Pipeline Creation
Move from learning to supervised execution through ride-alongs, account planning, discovery practice, and qualified pipeline creation. DRI: New Account Executive; Accountable: Sales Manager.
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Days 61-90: Independent Execution and First Deal
Demonstrate repeatable selling behavior, advance qualified opportunities, and execute toward the first-deal target with manager support. DRI: New Account Executive; Accountable: Sales Manager.
Hill charts
The 90-Day AE Ramp Readiness hill chart shows where confidence is rising, stalled, or still dependent on coaching.
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90-Day AE Ramp Readiness
Track whether each ramp workstream is still being figured out, moving uphill through practice, or ready for independent execution.
Default apps
Default apps provide the working surfaces for documenting ramp activity while keeping authoritative records in the right systems.
Integrations
Integration touchpoints connect workspace actions with CRM, LMS, calendar, video, and conversation-intelligence records without duplicating sensitive data.
- CRM
- Learning Management System
- Calendar
- Video Conferencing
- Conversation Intelligence
Pinned resources
Pinned resources give the AE and supporting roles a shared reference point for expectations, positioning, qualification, call execution, prioritization, and data handling.
- 30/60/90 AE Ramp Scorecard
- AE Role Expectations and RACI Canvas
- Product, Industry, and Competitive Positioning Guide
- Sales Process and Qualification Framework
- Discovery and Objection-Handling Call Guide
- Approved Account Research and RICE Prioritization Worksheet
- Customer Data Handling and Approved-System Policy
How to use this template
- Clone the workspace, replace role-based member placeholders with the new AE, manager, enablement partner, peer coach, and relevant cross-functional roles, then confirm default visibility and approved-system boundaries.
- Review the AE Role Expectations and RACI Canvas together and assign a DRI, due date, and evidence requirement to each task in the Days 1-30: Foundation and Certification list.
- Run the kickoff-and-expectations and enablement-and-training channels alongside the Weekly Monday Ramp Check-in, recording decisions, certification results, and blockers against the relevant milestone.
- Move into field-coaching-and-ride-alongs and pipeline-and-account-planning during days 31-60, linking call recordings, coaching notes, account plans, and qualified opportunities from the approved systems.
- Use the Weekly Friday Field Practice Debrief and Biweekly Pipeline and Account Review to update the 90-Day AE Ramp Readiness hill chart, remove blockers, and reassign overdue actions.
- Complete the independent-execution milestone and Day-90 ramp review, document readiness gaps and next-quarter priorities in retros-and-feedback, and archive or roll forward unresolved actions.
Best practices
- Map members to roles such as New AE, Sales Manager, Enablement Lead, Solutions Consultant, RevOps Partner, and Peer Coach rather than hard-coding names into the template.
- Keep each task list stage-based and assign one DRI for every certification, ride-along, account-plan, and first-deal action.
- Use the Weekly Monday Ramp Check-in for priorities and risks, the Friday debrief for observed behavior, and the biweekly review for pipeline quality rather than repeating the same agenda.
- Require evidence for completion, such as a passed certification, reviewed call, approved account plan, or CRM-qualified opportunity.
- Use RICE prioritization in the account-research worksheet to help the AE focus limited ramp capacity on accounts with the clearest potential and learning value.
- Record decisions and blockers in decisions-and-blockers with an owner, due date, and escalation path instead of burying them in meeting notes.
- Keep customer data in approved systems and use conversation-intelligence links or redacted coaching summaries rather than copying sensitive transcripts into open channels.
- Update the hill chart after meaningful evidence changes readiness, not after every task completion, so it reflects confidence in independent field execution.
What this template typically catches
Issues teams running this template most often surface in practice:
Common use cases
Frequently asked questions
Who should use the Sales Onboarding (New AE) workspace?
This template is designed for a new account executive and the cross-functional roles supporting the ramp. Typical members include the AE, Sales Manager, Enablement Lead, Solutions Consultant, RevOps partner, and assigned peer coach. Replace role placeholders with the appropriate people in the cloning tenant.
What does the 30/60/90-day ramp cover?
Days 1-30 focus on foundational training, tools, product knowledge, and certification. Days 31-60 shift to field practice, ride-alongs, account planning, and qualified pipeline creation. Days 61-90 emphasize independent execution, first-deal progress, and the day-90 review with a next-quarter plan.
How often should the new AE and manager meet?
The workspace includes a Weekly Monday Ramp Check-in, a Weekly Friday Field Practice Debrief, a Biweekly Pipeline and Account Review, and a Monthly Enablement Readiness Review. Keep the cadence unless the ramp needs a documented adjustment, such as delayed certification or an unusually complex territory.
Who runs each check-in and owns follow-up actions?
The Sales Manager should facilitate the ramp and pipeline check-ins, while the Enablement Lead can run readiness reviews and the peer coach can lead field-practice debriefs. Assign every follow-up to a named DRI with a due date. The manager remains Accountable in the RACI even when another role is Responsible for an action.
Can this template support regulated or security-sensitive sales environments?
Yes, but it does not replace your organization’s legal, security, privacy, or industry-specific controls. The pinned Customer Data Handling and Approved-System Policy gives the team a place to anchor approved practices, while CRM and learning records should remain in authorized systems. Add required review gates for sectors such as healthcare, financial services, or public sector sales.
What is a common mistake when using this ramp workspace?
A frequent pitfall is marking training complete without evidence that the AE can apply it in a customer conversation. Link certification results, call feedback, account plans, and pipeline quality notes to the relevant task or milestone. Also avoid leaving blockers in the decisions-and-blockers channel without an owner and resolution date.
How can we customize the workspace for our sales process?
Update the task lists, milestones, qualification language, certification gates, and first-deal targets to match your segment and sales motion. Keep the stage-based structure intact so work follows the ramp rather than departmental ownership. Use the AE Role Expectations and RACI Canvas to clarify which roles are Responsible, Accountable, Consulted, and Informed.
Can this template connect to our CRM and enablement tools?
The structure is prepared for CRM, Learning Management System, Calendar, Video Conferencing, and Conversation Intelligence integration touchpoints. Use the CRM for account and opportunity truth, the LMS for course completion, and conversation intelligence for call review. Avoid duplicating authoritative records in the workspace; link to them and capture only the decision, action, or coaching context needed for the ramp.
How does this compare with onboarding through ad hoc meetings and documents?
Ad hoc onboarding often hides ownership, separates training from field evidence, and makes day-90 readiness difficult to assess. This template connects stage-based task lists, milestones, check-in cadence, a readiness hill chart, and role-based resources. It gives the manager and AE a shared operating view without forcing every system record into one workspace.
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Ready to use this template?
Every employee gets a seat. Request pricing for AI Productivity and we quote into a workspace with Sales Onboarding (New AE) ready.
Rolled out to every employee at AutoZone (125,000), PetSmart (50,000+), A.S. Watson and Raley's (20,000) — and at larger retailers we are not permitted to name.
