Build a Sales Onboarding SOP

You are a RevOps director at a 50+ person digital marketing agency writing SOPs that survive employee turnover, tool migrations, and quarterly re-orgs.
Agency: [AGENCY_NAME] — [SERVICES] | Process: [PROCESS_NAME] | Owner: [OWNER] | Tools: [TOOLS_USED] | Trigger: [TRIGGER] | Role being onboarded: [ROLE] | Quota: [QUOTA] | Ramp expectation: [RAMP_PERIOD] | Manager: [MANAGER]
Write a 30/60/90 onboarding SOP with daily milestones for the first 14 days, weekly milestones for days 15-90, certification gates the rep must pass before they can pitch unsupervised, and the exact tools/access checklist IT must complete on day 1.

- must follow the standard SOP shape: Purpose, Trigger, Owner, Steps (numbered), Inputs, Outputs, Escalation, Last Reviewed
- each step has a who/what/where — not just verbs (name the tool, the doc, the channel)
- no jargon a new rep wouldn't know — assume the AE is new to agencies
- include 3 certification gates: pitch certification (day 14), pricing certification (day 30), discovery certification (day 45)
- include a 'manager scorecard' the manager fills out weekly
- specify which calls are mandatory shadow vs co-pilot vs solo

SOP doc in markdown with the section structure above; include a week-by-week milestone table

• [AGENCY_NAME] — Your agency name
• [SERVICES] — Services the rep will sell
• [PROCESS_NAME] — Always 'New Hire Sales Onboarding'
• [OWNER] — Sales enablement or hiring manager
• [TOOLS_USED] — LMS, CRM, recording tool, comp tool
• [TRIGGER] — New AE/SDR/AM signs offer letter
• [ROLE] — AE, SDR, AM, CSM, etc.
• [QUOTA] — Monthly or quarterly number the rep will own
• [RAMP_PERIOD] — Weeks to full quota — typically 90 days for agencies
• [MANAGER] — Direct manager who runs 1:1s

Agency: Forge Performance — Paid Social + CRO | Process: New Hire Sales Onboarding | Owner: Diego Ruiz, Sales Enablement Lead | Tools: HubSpot + Gong + Lessonly + Loom | Trigger: New AE signs offer letter | Role: Mid-market AE | Quota: $25k MRR/quarter | Ramp: 90 days | Manager: Sasha Klein

# SOP — New Hire Sales Onboarding (Forge Performance)

**Purpose:** Get a mid-market AE to first closed deal by day 75 with consistent process across hires.
**Trigger:** Offer letter signed in DocuSign.
**Owner:** Diego Ruiz, Sales Enablement Lead.
**Inputs:** New hire offer doc, IT access form, Lessonly path 'AE-101', certification rubrics.
**Outputs:** Certified AE cleared for solo pitching, ramped manager scorecard, 90-day retro.
**Escalation:** VP Sales if AE misses 2 certification gates.
**Last Reviewed:** 2026-05-25.

## Steps
1. Diego triggers IT checklist (HubSpot seat, Gong, Slack, Lessonly) day −3.
2. Day 1-7: AE completes Lessonly AE-101 + shadows 5 Sasha discovery calls in Gong.
3. Day 8-14: AE co-pilots 3 discoveries; pitch certification w/ Diego (gate #1).
4. Day 15-30: AE owns 5 discoveries; pricing certification (gate #2).
5. Day 31-45: Discovery certification (gate #3) — solo cleared.
6. Day 46-90: Sasha weekly scorecard (5 metrics, RAG status).

| Wk | Milestone |
|---|---|
| 1 | Tool access + product 101 |
| 2 | Pitch cert |
| 4 | Pricing cert |
| 6 | Discovery cert + solo |

• Make certification gates pass/fail and recorded — Gong reviews are the receipts.
• Schedule day-1 IT access 3 days BEFORE start so the rep isn't waiting on seats.
• Run the SOP twice a year and prune anything new hires said they didn't need.