Want your sales team to actually use your onboarding program? You’ll need more than a bunch of generic modules and inspirational videos. This guide is for sales managers or enablement folks who want to set up onboarding sequences in Secondnature that actually teach reps what they need, when they need it—without turning everyone’s brain to mush.
Let’s cut through the noise and get practical.
Step 1: Get Clear on What You Want to Fix
Before you start clicking around, figure out what’s broken (or missing) in your current onboarding. Is it product knowledge? Messaging? Objection handling? Don’t try to fix everything at once.
Ask yourself: - Where do new reps actually get stuck during ramp? - What can’t they do after the first few weeks? - What do your top reps know or do differently?
Jot down the 3-4 biggest gaps. These are the real problems your onboarding should tackle. Ignore the temptation to "cover everything"—that’s how you get a bloated, forgettable program.
Step 2: Map Out the Core Skills and Scenarios
Secondnature is built around practice—simulated calls, real-world scenarios, and feedback. That’s its strength. Don’t waste time uploading PDFs or generic slide decks.
Do this instead: - List the core conversations every new rep needs to nail (e.g., discovery calls, handling common objections, pitching your main product). - Break them into discrete, bite-sized scenarios (think: “handle this pricing objection” or “run a basic demo intro”). - Rank them from “must-have on day one” to “nice-to-have later.”
Pro tip: Don’t overload the early sequence. Give them a reason to come back for the next scenario. Reps don’t learn everything in one sitting.
Step 3: Build Your Onboarding Sequence in Secondnature
Now you’re ready to dig into Secondnature itself. Here’s what to focus on:
3.1 Set Up Your Sequences
- Create a new onboarding sequence (Secondnature calls these “courses” or “tracks,” but you can name them whatever makes sense).
- Add your core scenarios as modules. Start with the basics, ramp up to more advanced stuff.
- Set automatic progression—so reps unlock the next scenario after they complete (and pass) the last one. No one likes being dumped into a giant content library.
3.2 Add Instructions and Context
- For each scenario, give a short, clear intro: “You’re on a call with a skeptical CFO. Handle their budget objection.”
- Avoid long-winded explanations. A couple of sentences is enough. The point is to get them practicing, not reading.
3.3 Set Pass Criteria
- Don’t make it impossible, but do set a bar. Secondnature lets you set scoring rules (e.g., must hit certain keywords, avoid “red flag” phrases, etc.).
- If you don’t trust the AI scoring 100%, have a manager spot-check the first few runs. The tech is good, but it’s not a substitute for human judgment.
3.4 Assign to New Hires (and Managers)
- Enroll new reps as soon as they start. You can set this up to happen automatically in Secondnature, or do it manually if you’re a smaller team.
- Make sure managers know they’re supposed to review and give feedback, especially for the first few modules.
Step 4: Make It Short, Frequent, and Realistic
The big onboarding mistake? Making everything too long and too easy. You want reps practicing real scenarios, not just clicking through busywork.
Keep in mind: - Each scenario should take under 10 minutes to complete. - Use actual call snippets (if your company allows) or real objections you’ve heard. Don’t make up stuff just to fill space. - Mix it up: some modules should be “surprise” scenarios where reps don’t know what’s coming—just like on real calls.
What to skip: Don’t bother with “fun facts about our company” modules or lengthy founder history. If it doesn’t help them sell, don’t include it.
Step 5: Track Progress and Catch People Who Fall Behind
Secondnature will give you dashboards and reports on who’s done what. Use them, but don’t obsess over completion rates for their own sake.
What matters: - Are reps actually improving on the scenarios that matter? - Who’s breezing through but bombing on live calls? (Talk to their manager.) - Who’s stuck and needs more help?
How to act on this: - Set up quick check-ins for anyone who’s flubbing key modules. - Have managers listen to a few practice calls and give specific, actionable feedback. - Skip public leaderboards unless you want to demotivate the bottom half of the team.
Step 6: Get Feedback and Fix What’s Broken
No onboarding program works perfectly the first time. Secondnature makes it easy to tweak things, so use that flexibility.
Ask new hires: - Which scenarios actually helped you? - Which were pointless or confusing? - What do you wish you’d practiced before your first real call?
Then: - Ditch or rework anything that’s not working. - Add new scenarios for issues that come up in the field. - Don’t be afraid to delete stuff. More isn’t better.
Step 7: Keep It Fresh and Avoid "Zombie Onboarding"
The fastest way to make onboarding useless: set it up once and never touch it again. Sales situations change—your onboarding should, too.
Every quarter (or at least twice a year): - Review the scenarios. Are they still relevant? - Update scripts and objections to match current messaging. - Rotate in new practice calls based on what’s happening in the market.
If you notice reps are just gaming the system to “pass,” mix things up: add time limits, randomize scenarios, or have managers review more calls.
Wrapping Up: Start Simple, Iterate Often
You don’t need a massive onboarding program to get results—just a clear set of scenarios, short and sharp practice modules, and feedback that actually helps reps improve. Don’t chase perfection, and don’t try to automate every single thing. The goal is to get new hires talking, thinking, and selling faster—not to check a box.
Start with the essentials, watch what works, and keep tuning your sequences. The best onboarding is the one reps remember—and actually use when it counts.