Getting new sales reps up to speed is hard, and most onboarding programs are a mess of PDFs, outdated decks, and awkward "buddy" shadowing. If you've got Showpad, or you're about to, you can actually make onboarding suck less—for you and for the new hire. This guide is for sales managers, enablement folks, and anyone who's tired of seeing new reps flounder for months. We'll walk through how to set up Showpad learning paths the right way: what to do, what to skip, and how to keep things moving.
1. Know What You Want (And What Actually Matters)
Before you dive into building anything, figure out what a new sales rep really needs to know to be productive, fast. Not every bit of product trivia or internal process is worth their attention on day one.
Start with these questions: - What tasks will new reps actually do in the first 30 days? - What do top performers know that others don’t? - What do new hires waste time on or get stuck with?
Pro tip:
Don’t try to cram your entire sales playbook into the onboarding. Focus on the critical few things that move the needle—like how to use your CRM, your sales pitch, objection handling, and the basics of your product.
2. Map Out a Realistic Learning Path
Showpad's learning paths are basically playlists for onboarding content. But just because you can add 20 modules doesn’t mean you should.
Keep it tight:
- Break onboarding into logical phases (e.g., Week 1: Orientation, Week 2: Product Basics, Week 3: Pitching, etc.)
- Each phase should have a clear goal. (“By the end of Week 1, you can book your own meetings.”)
- Timebox content—if it takes more than 30 minutes to get through a section, it’s too much.
Sketch your path out on paper or a whiteboard before building in Showpad.
Too many people jump straight into uploading content and end up with a mess.
3. Gather (and Ruthlessly Edit) Your Content
This is where most onboarding falls apart. Companies dump every video, deck, and PDF they have into a new hire’s lap. Don’t do that.
What to include: - Short videos or screencasts (less than 10 minutes) - Simple process checklists - Example calls or emails from top reps - Product overviews with real customer stories
What to skip (or save for later): - Hour-long recorded trainings - Slides with 40 bullet points - Detailed product specs no one remembers anyway - Anything from the last sales kickoff that’s already out of date
Pro tip:
Ask a recent hire what helped—and what didn’t. Cut anything they ignored.
4. Build the Learning Path in Showpad
Now you’re ready to put it together in Showpad. Don’t overthink the structure—the goal is to get reps doing the work, not just clicking through content.
Step-by-step: 1. Create a new Learning Path. Use clear, plain language for the title (“New Rep Ramp-Up: Weeks 1–4” beats “Sales Enablement Curriculum 2024”). 2. Add your phases/sections as modules. Match these to your earlier plan. 3. Upload or link your content. Keep each module focused on one main idea. 4. Set completion criteria. For some modules, make a short quiz or ask for a sample email/call recording. Don’t use quizzes everywhere—nobody likes busywork. 5. Assign the path to new reps. Make sure managers can see progress.
What works:
- Bite-sized content
- Clear “what’s next” at the end of every module
- Using real examples from your sales floor, not just theory
What doesn’t:
- Overloading modules with too many files
- Assigning everything at once (it’s overwhelming)
- Making everything mandatory—leave some resources as “nice to have”
5. Add Checkpoints and Feedback Loops
Learning shouldn’t be a solo slog. Set up points where new reps can check in with a manager or peer, either in person or via Showpad’s feedback features.
How to do it: - Schedule a weekly check-in (even 15 minutes helps) - Use Showpad’s assignment or submission tools for reps to practice a call, elevator pitch, or objection handling - Encourage managers to leave real feedback—skip the generic “Great job!” comments
Pro tip:
Have new reps shadow a call or demo, then record their own version and get feedback. It’s way more effective than just watching videos.
6. Track Progress and Iterate
Don’t trust your gut—use Showpad’s analytics to see where people get stuck or skip content.
What to watch: - Which modules get completed (or ignored)? - Where do reps score low on quizzes or assignments? - How long does it actually take to finish the path?
If something’s not working: - Cut or fix content that nobody finishes - Add a quick explainer video if a quiz trips up most reps - Ask new hires for feedback after their first month—keep it anonymous if possible, so you get the truth
Don’t bother:
- Micromanaging every click
- Tweaking content every week—look for patterns over time
7. Keep It Fresh (But Don’t Chase Every Update)
The fastest way to kill your onboarding is to let it get stale—or to change it every time a new slide gets made.
What to do: - Review the learning path every quarter (set a calendar reminder) - Update only the stuff that’s truly changed (big product shifts, new messaging, etc.) - Archive or label “nice to have” resources rather than deleting, so you don’t lose good stuff
Skip:
- Rebuilding the whole path every time a manager wants a new module
- Endless approvals—get the core path right, then tweak as needed
8. What About Certifications and Gamification?
Showpad offers badges, points, and certificates. These sound nice, but they rarely make a difference unless you tie them to something reps care about (like getting access to real leads or shadowing top reps).
If you use them: - Make certificates meaningful (e.g., “You can now run demos solo”) - Announce completions in team meetings, not just with a digital badge
But honestly:
Don’t expect gamification to do the work for you. Most reps just want to get productive, not collect digital stickers.
Onboarding isn’t about making a beautiful learning path or ticking every box. It’s about getting new salespeople ready to do the job, faster and with less frustration. Start simple, focus on what matters, and keep tweaking as you go. Most importantly, remember: the best onboarding is the one your reps actually finish. Keep it tight, stay honest, and you'll see better results—without the endless busywork.