Getting new sales reps up to speed is a pain—let’s be honest. You’ve got a mountain of product info, process docs scattered everywhere, and maybe a few PowerPoints gathering dust. Meanwhile, the clock’s ticking: every day a new hire spends “learning” is a day they’re not selling. This guide is for sales managers, enablement folks, and anyone who wants onboarding to actually, you know, work.
We’ll dig into using Aisalescoach training modules to make onboarding faster, less chaotic, and (hopefully) less boring. We’ll also call out what’s worth your time—and what’s just another shiny sales tool.
Why Onboarding Matters (But Usually Gets Messed Up)
Let’s not sugarcoat it: most onboarding is a mess. There’s too much info, not enough practice, and a weird obsession with “culture decks” nobody reads. The real goal is simple: get reps talking to customers—competently—as soon as possible.
Bad onboarding means:
- Reps take months to ramp up (if they last at all)
- They repeat the same rookie mistakes
- Managers waste time answering the same basic questions
Good onboarding means:
- Faster ramp to quota
- Less hand-holding from managers
- Fewer embarrassing calls with prospects
Tools like Aisalescoach promise to fix this. But not all “AI training” is magic. Here’s how to use it without getting lost in the hype.
Step 1: Get Clear on What Actually Matters
Before you even open a training tool, figure out what your new reps really need to know in their first 30 days. Not every detail, just the essentials.
Focus on:
- Your sales process (How do you actually sell?)
- The product’s value prop (Why do customers buy?)
- Most common objections (And how to handle them)
- Key tools (CRM basics, quoting, etc.)
- Who to ask for help (Don’t make them guess)
Skip (for now):
- Deep product technicalities
- Company history slides
- Endless compliance videos (unless legally required)
Pro tip: If you can’t explain it on one page, it’s probably too much for a new hire’s first week.
Step 2: Build (or Adapt) Your Training Modules in Aisalescoach
Now, let’s make this info usable. This is where Aisalescoach comes in handy: it lets you create bite-sized, interactive modules instead of dumping more PDFs on your team.
How to set up effective modules:
- Break things into chunks. Each module should tackle a single topic: “How to run a discovery call,” “Handling the top 3 objections,” etc.
- Mix formats. Use short videos, checklists, and (most importantly) interactive scenarios—Aisalescoach is actually good at simulating real sales conversations.
- Make it practical. Theory is fine, but every module should end with a real-world exercise: role-play, record a call, or answer sample objections.
- Limit the fluff. Skip the 40-minute “Welcome to the Company” video. Focus on what helps them sell.
What works:
- Interactive role-plays where the AI plays a tough customer
- Quick quizzes to check understanding (not trick questions)
- “Cheat sheets” for objection handling or product one-liners
What doesn’t:
- Overly generic “sales 101” content (they can Google that)
- Endless slides with no action (nobody remembers them)
- Over-automation—AI is cool, but real manager feedback still matters
Real talk: Some reps will try to click through everything as fast as possible. Make sure there are a few “show your work” tasks that require real effort, not just button mashing.
Step 3: Layer in Feedback and Coaching
AI is great for scale, but humans are still better at nuance. Don’t just hand over modules and hope for the best.
How to do it right:
- Assign a manager or peer coach. Someone should review assignments and give honest feedback.
- Set up regular check-ins. Not just “How’s it going?”—actually review a call recording or objection-handling exercise.
- Use Aisalescoach analytics. Track who’s completed what, but look deeper: are they actually learning, or just finishing modules?
Things to look for:
- Are reps struggling with the same scenario? Maybe the training isn’t clear.
- Is someone acing quizzes but flopping on real calls? Time for extra practice.
- Are modules being skipped? Maybe they’re not useful, or the rep is overwhelmed.
Pro tip: Honest, specific feedback beats a gold star or a generic “Great job!” every time.
Step 4: Don’t Automate the Human Out of It
Aisalescoach can do a lot, but it’s not a replacement for real conversations. New hires still need to see how top reps talk, how objections play out in the wild, and what actually happens when a deal goes sideways.
Ideas that actually work:
- Pair new reps with a “buddy” for their first few calls
- Hold short “objection battles” in team meetings—AI can warm them up, but real people raise curveballs AI hasn’t seen
- Share real (anonymized) call recordings—the good, the bad, and the awkward
What to ignore:
- Tools that promise to “replace onboarding” entirely—there’s no silver bullet
- Overly rigid “learning paths”—reps have different backgrounds; let them skip what they already know
Step 5: Measure What Matters (And Ignore Vanity Metrics)
It’s tempting to track “module completion” and call it a day. But if your reps finish every lesson and still freeze on a call, that data isn’t worth much.
Track these instead:
- Time to first real sales meeting (not just module completion)
- Ramp to first closed deal
- Manager feedback quality (not just quantity)
- Rep confidence and clarity (quick surveys can work)
Skip:
- “Number of badges earned” (nobody cares)
- “Hours spent in training” (longer ≠ better)
Pro tip: If a module isn’t helping reps sell, tweak or cut it. Don’t be precious—onboarding should be useful, not a rite of passage.
Common Pitfalls (And How to Dodge Them)
Even with good tools, it’s easy to slip back into old habits. Watch out for these:
- Info overload: Too many modules, too fast. Keep it lean.
- One-size-fits-all: Seasoned reps need less hand-holding; let them test out of basic stuff.
- Set and forget: Training needs updates. Review modules quarterly—products change, so should your onboarding.
- Relying only on AI: Use Aisalescoach for practice, but managers need to step in when things get tricky.
Wrapping Up: Keep It Simple, Iterate Often
Onboarding isn’t about cramming everything in up front. The best teams keep things simple, focus on real-world selling skills, and adjust as they go. A tool like Aisalescoach can save you time and sanity—but only if you use it to solve real problems, not just check a box.
Start small, get feedback, and don’t be afraid to toss what isn’t working. Your new reps (and your quota) will thank you.