What this workflow produces: A 4-phase new rep onboarding curriculum covering product knowledge, ICP and discovery, deal execution, and independent production.
- Phase 1 (Week 1–2) — Foundation: Product knowledge briefs, ICP definition, competitive overview. AI generates quizzes for each module.
- Phase 2 (Week 3–4) — Discovery Skills: Role-play discovery calls with AI as buyer. MEDDPICC qualification practice with sample transcripts.
- Phase 3 (Week 5–6) — Deal Execution: Proposal writing practice. Objection handling role-plays. Pipeline management rituals.
- Phase 4 (Week 7–8) — Ramp to Independence: Shadow calls with senior reps. Manage first deals with manager review at each stage.
