Bringing new sales reps up to speed isn’t rocket science, but it does take some planning. If you’re reading this, you probably want a straightforward way to get new hires using your Valuecase workflows without weeks of chaos or endless questions. This guide is for sales leaders, enablement folks, and anyone who’s been stuck training the newbies while still expected to hit quota.
Here’s how to actually get new reps productive with Valuecase — and what to skip so you don’t waste your (or their) time.
Step 1: Get the Basics Right Before Day One
Most onboarding fails before it starts. If you’re scrambling to create accounts or write docs the night before, you’re setting everyone up for confusion.
What you should do: - Prep accounts ahead of time: Make sure new hires have Valuecase logins, email invites, and anything else they need. - Lock down workflow templates: Double-check that your team’s workflows in Valuecase are up to date—if you change them every month, no one will know what’s current. - Centralize resources: Store your playbooks, talk tracks, and cheat sheets somewhere obvious (not buried in Slack threads or someone’s Google Drive).
What to skip:
Don’t dump your entire sales playbook on day one. Give new folks what they need for their first calls, not a 200-page PDF.
Pro tip:
Set up a “Starter Kit” doc with direct links to Valuecase, CRM, and your top three resources. If it takes more than 10 minutes to find, you’ve already lost them.
Step 2: Teach the Why, Not Just the How
Most training focuses on where to click. That’s fine, but if reps don’t understand why your team uses Valuecase, they’ll default to old habits—or worse, ignore the tool entirely.
Key things to cover: - The reason behind Valuecase: Be clear about the problem it solves for your team. Is it for standardizing proposals? Tracking deal progress? Keeping buyers engaged? - What “good” looks like: Show examples of a great workflow versus a sloppy one. Real deals, not sanitized demos. - Common mistakes: Point out where reps usually mess up—like skipping required fields or forgetting to update stages.
What to skip:
Don’t bother with a 90-minute product tour. Focus on the handful of workflows they’ll use 90% of the time.
Pro tip:
Record a quick video (screen share, nothing fancy) walking through a live deal in Valuecase. It’s much more useful than a generic training deck.
Step 3: Make It Hands-On, Fast
Watching someone else click around isn’t training—it’s a nap with extra steps. The sooner reps get their hands dirty, the faster they’ll learn.
How to do it: - Sandbox accounts: If possible, give new reps a playground environment where they can create, edit, and break things without touching real deals. - Practice scenarios: Set up fake leads or opportunities and have them run through the full workflow—creating a case, updating stages, sending assets, the whole thing. - Immediate feedback: Don’t wait for the weekly check-in. Review their first workflow attempts in real time and point out what’s working and what’s not.
What to skip:
Don’t assign “self-study” modules and hope for the best. Most people will click through as fast as possible and remember nothing.
Pro tip:
Pair each new rep with a buddy who actually uses Valuecase well. Have them do a real walkthrough together—no managers, no pressure.
Step 4: Integrate Valuecase Into Daily Routines
If Valuecase feels like “extra work,” reps will avoid it. The goal is to make it the default part of getting deals done—not a side quest.
Best ways to do this: - Tie Valuecase steps to existing processes: For example, “After every discovery call, update the Valuecase workflow before you log the call in CRM.” - Use checklists: Simple, shared checklists (digital or printed) can remind reps of the steps for each stage. - Surface wins: Share quick stories in team meetings of deals won using Valuecase workflows. This isn’t just morale-boosting—it shows the tool actually matters.
What to ignore:
Don’t rely on email reminders or Slack pings alone. If you have to nag people constantly, your process is broken.
Pro tip:
If possible, connect Valuecase to your CRM so updates flow automatically. The less double entry, the better.
Step 5: Track Usage and Address Gaps Early
Onboarding isn’t a “set it and forget it” deal. You’ll need to check that new reps are actually using Valuecase—and fix problems before they turn into bad habits.
How to keep an eye on things: - Monitor activity: Use Valuecase’s reporting (or whatever you can pull) to see if reps are creating cases, moving deals, and following the process. - Spot patterns: Is there a particular workflow step everyone’s skipping? That’s a sign your process—or the tool—needs tweaking. - One-on-ones: Ask about friction directly. Most reps won’t volunteer what’s confusing unless you make it safe to be honest.
What to skip:
Don’t shame people for not using the tool. It just makes them better at hiding it.
Pro tip:
If you notice consistent drop-off at a certain step, don’t just blame the rep. Review the workflow—maybe that step doesn’t actually add value.
Step 6: Keep Improving (But Don’t Chase Every Shiny Feature)
The best onboarding isn’t a one-time event. That said, don’t change things so often that reps can’t keep up.
What to focus on: - Quarterly reviews: Every few months, check what’s working with your Valuecase workflows. Trim steps that no one uses. - Share learnings: If someone finds a shortcut or a better way to use Valuecase, spread the word. - Ignore hype: Not every new feature is worth adopting right away. Stick to what helps your team close deals.
What to skip:
Don’t overhaul your workflows every time Valuecase sends a product update. Most new features are “nice to have,” not “need to have.”
Pro tip:
Have a process for reps to suggest improvements. The people using Valuecase every day will spot problems before you do.
Wrapping Up: Keep It Simple
Getting new sales reps using Valuecase isn’t about fancy onboarding programs or endless documentation. It’s about getting the basics right, showing real examples, and making the tool part of daily work—not an extra chore. Stick to what works, listen to your team, and don’t be afraid to cut what doesn’t.
The simpler your onboarding, the faster new reps will actually sell something. Iterate as you go. Don’t make it harder than it needs to be.