Account Executive Onboarding Checklist
A structured onboarding process is crucial for Account Executives to quickly acclimate to their role and start driving sales. It ensures they are equipped with the right tools and knowledge to effectively represent the company's solutions and close deals.
Pre-Day 1
- Set up email and CRM accounts
- Prepare personalized welcome kit
- Schedule introductory meetings with team and key stakeholders
- Provide access to online learning materials
- Arrange equipment and software for their workspace
Week 1
- Introduce to company values and culture
- Conduct product training sessions
- Shadow senior sales calls
- Review target account lists and lead generation strategies
- Set initial performance goals with manager
- Familiarize with CRM processes and best practices
- Attend sales team meetings
- Complete mandatory compliance training
Weeks 2-4
- Participate in role-playing/gritty practice sales scenarios
- Develop a personalized sales pitch
- Initiate first outreach to prospects under supervision
- Receive feedback from sales manager on initial calls
- Understand competitive landscape and product differentiators
- Build relationships with cross-functional teams
- Develop a personal quota attainment plan
- Start managing a small portfolio of accounts
Key Milestones
Day 30
The Account Executive demonstrates foundational knowledge of company products and processes and engages in guided sales conversations.
Day 60
Account Executive effectively manages existing accounts, identifies new business opportunities, and completes an independent sales cycle.
Day 90
Consistently meets or exceeds initial sales targets, develops a robust pipeline, and drives strategic initiatives to improve sales performance.
Tools & Access
- CRM System — Essential for managing leads, tracking customer interactions, and monitoring sales pipeline.
- Email and Calendar — Facilitates communication and scheduling with prospects and team members.
- Sales Enablement Platform — Access to resources and tools needed for effective sales execution.
- Learning Management System — Required for completing onboarding and ongoing training modules.
- Collaboration Tools — To communicate and collaborate effectively with team members and other departments.
Knowledge Check
Test your understanding of this role:
Q1. You notice a drop in engagement with a key prospect. What should you do first?
- Review recent interactions and adjust follow-up strategy.
- Ignore and focus on other leads.
- Immediately close the opportunity and move on.
- Send them a generic follow-up email.
Want interactive quizzes with scoring and tracking? Try DeltaLearn
Onboarding changes. Your checklist should too.
Tools get swapped, processes evolve, and team structure shifts. DeltaLearn turns this checklist into a versioned microcourse that updates when your onboarding docs change — and tracks who's completed each version.