HOW STRUCTURED ONBOARDING SETS NEW HIRES UP FOR SUCCESS
Over the past two and a half weeks, we’ve had the pleasure of welcoming Owen to the team as our new Lead Development Representative (LDR).
This role is a key part of our concept, Lead Development as a Service—a fresh approach to nurturing existing leads already in a company’s CRM.
Unlike SDRs (Sales Development Reps) or BDRs (Business Development Reps), LDRs focus on leads that have already shown some interest—through events, downloads, or inquiries. This prevents the usual trap of constantly chasing “new” leads and helps build a stronger, more balanced pipeline.
Owen’s onboarding journey has highlighted the importance of having a clear plan when bringing new people into the team. We kicked off with an introduction to Your Sales Co—who we are, our core focus, and our values.
Our values aren’t just words on a wall; they’re woven into everything we do. During recruitment and onboarding, we ask how these values align with our team members’ lives, ensuring they’re more than just a formality.
To make starting a new role less daunting, we take a softer approach in the first few days. Later start times, relaxed schedules, and team lunches help ease the transition and make sure information actually sinks in.
A huge part of Owen’s training has been the Tech Sales Accelerator (TSA). This program is designed to speed up onboarding and development by combining foundational sales learning with real-world application.
Owen worked through sections of the TSA, then discussed what he learned with me or other team members. This hands-on method makes the knowledge stick and gives him space to ask questions and get feedback.
We’ve paired this with plenty of practical experience. Role play sessions (awkward but effective!) and listening to live sales calls have helped Owen see what successful conversations look like and how to adapt in real time.
To reinforce learning, we encourage daily recaps. For the first two weeks, Owen shared quick updates about what he learned, where he struggled, and any questions he had. This reflection process helps catch gaps early and keeps everything on track.
As Owen transitions from training to active lead development, we’re setting clear expectations. He’ll start with 10 calls a day and work up to 50, balancing quality and quantity. It’s about creating meaningful conversations, not just hitting numbers.
We’re thrilled with Owen’s progress and can’t wait to see what’s next. We’re also excited to welcome a new Learning and Development Coordinator who will help us expand the TSA into an AI-integrated platform. This will include AI tutors and updated learning resources to keep our team and clients ahead of the game.
Onboarding at Your Sales Co isn’t just about checking boxes. It’s about creating an environment where new ideas and fresh talent can thrive.
If you’re curious about the TSA or how our structured onboarding could work for your team, I’d love to chat. Feel free to reach out on LinkedIn or email me at hello@yoursalesco.com.