Getting a new sales rep up to speed is never easy. You want them on the phones, closing deals, and not burning leads in the process. If you’re using Modjo’s call coaching tools, you’ve got a real shot at making onboarding less painful—for you and them. This guide is for sales managers, enablement folks, and anyone tired of hearing “I didn’t know we pitched it that way!” by week three.
Below, you’ll find a step-by-step playbook for using Modjo to onboard new sales hires. It’s honest about what works, what doesn’t, and how to avoid wasting hours on “coaching” that no one actually remembers.
Step 1: Set Up Modjo For New Rep Onboarding
Before you even talk to your new rep, make sure Modjo is ready to go:
- Add new reps to Modjo: Get their accounts set up before day one.
- Integrate with your dialer/CRM: This should already be done, but double-check. If calls don’t get recorded, you can’t coach on them.
- Define your call libraries: Save a few examples of great (and not-so-great) calls. If you don’t have these, start recording your own or ask your top reps for permission to use theirs.
- Set up permissions: Make sure new reps can access the right calls, scorecards, and feedback—but not anything that’ll confuse or overwhelm them.
Pro tip: Don’t overthink the setup. If you wait until everything is “perfect,” you’ll never start.
Step 2: Pick The Right Calls For Learning (Not Just The Best)
The biggest mistake? Only showing new reps “perfect” calls. Real life is messier.
- Mix in a few wins and some calls where things went sideways. Let new reps hear how experienced people recover.
- Use a range of stages: cold calls, discovery calls, demos, closing calls.
- Tag calls by common scenarios (e.g., pricing objections, competitor mentions, tricky technical questions).
What to skip: Don’t force new reps to listen to every call in your library. Quality beats quantity—always.
Step 3: Create A Simple, Repeatable Call Review Process
You’ll get the most out of Modjo if you make call reviews a habit, not a one-off event.
- Assign 2-3 calls for reps to review each week. Give them clear instructions on what to listen for (e.g., “Notice how Sarah handles the initial objection at 4:10”).
- Use Modjo’s commenting features. Ask reps to leave time-stamped notes or questions right in the call recording.
- Score the calls using Modjo’s scorecards. Focus on one or two criteria at first—like clarity of pitch or handling objections. Don’t try to grade everything at once.
Pro tip: Early on, do this with your rep, not just for your rep. Sit side-by-side (or screen-share) and walk through a call together.
Step 4: Give Actionable, Bite-Sized Feedback
Nobody remembers a 30-minute feedback monologue. Use Modjo’s tools to keep things tight:
- Highlight specific moments in the call (“Listen to your tone at 2:37—notice how it shifts?”).
- Leave written feedback using Modjo’s commenting. Keep it direct and actionable: “Next time, pause after asking this question. Let the prospect fill the silence.”
- Share links to strong examples: “Here’s how Alex handled the same objection last week.”
What to avoid: Don’t just say “good job” or “needs work.” That’s not coaching. Point to something concrete and say what to do next.
Step 5: Encourage Self-Review (But Don’t Expect Miracles)
Self-review is useful, but most new reps won’t spot their own mistakes right away. Still, Modjo makes it easier:
- Ask reps to pick one of their own calls each week and tag moments they’re not sure about.
- Have them jot down two things they’d do differently next time.
- Use these reflections as a starting point for your 1:1s—not as the whole conversation.
Reality check: Left to their own devices, most reps won’t do this religiously. Keep it simple and set reminders.
Step 6: Run Short, Focused Coaching Sessions—Using Real Calls
Now that you’ve got a library of calls and feedback, run short coaching sessions:
- Keep it to 20-30 minutes. Don’t try to cover everything in one sitting.
- Play specific call moments together. Pause, discuss, ask, “What would you do differently?”
- Set one clear goal per session. For example: “Let’s work on your discovery questions this week.”
Skip this: Don’t turn coaching into group therapy. Stay focused on calls and actionable improvements.
Step 7: Track Progress With Modjo’s Analytics—But Don’t Get Lost In The Data
Modjo spits out a lot of dashboards. Some are useful, some are just noise.
- Watch metrics that matter: Talk time, ratio of open to closed questions, objection handling, next steps set.
- Look for changes over time, not perfection. Are reps getting more confident? Are calls running smoother?
- Use analytics to spot patterns: Are most new reps struggling with the same part of the pitch? That’s a training issue, not a coaching issue.
What to ignore: Vanity metrics. Just because a rep logs a lot of calls doesn’t mean they’re improving.
Step 8: Build A Feedback Loop Into Onboarding
The best onboarding programs aren’t set in stone. Use Modjo to close the loop:
- Ask new reps what helped and what didn’t. Use quick surveys or just ask them straight.
- Update your call library regularly. Retire outdated calls and add fresh ones.
- Share insights with other managers—if you notice a common sticking point, it’s probably not just your rep.
Pro tip: Don’t treat Modjo as a “set and forget” tool. Your onboarding should evolve as your market, reps, and product do.
What Works (And What Doesn’t)
Works:
- Real, imperfect calls beat polished “training” recordings every time.
- Frequent, small bits of feedback stick better than long lectures.
- Letting reps hear themselves—and their peers—accelerates learning.
Doesn’t Work:
- Drowning new reps in old calls or endless analytics.
- Generic feedback (“speak up more” or “be more confident”).
- Setting up Modjo and then never touching it again.
Keep It Simple, Iterate, Repeat
You don’t need a 50-page playbook or a fancy onboarding “journey map.” If you use Modjo to put real calls, bite-sized feedback, and regular coaching into a repeatable process, your new sales reps will ramp faster—and you’ll have fewer headaches. Start with the basics, see what works, and tweak as you go. Don’t let perfect get in the way of better.