Getting Started with an Onboarding Studio Q & A
Your questions answered about getting a sales onboarding studio off the ground
Q1: What is the starting point for setting up an onboarding studio?
The starting point is defining the commercial standard your salespeople must meet. Managers identify the company knowledge, skills and fluency required: what questions every salesperson should be able to answer, what conversations they must handle confidently, and what they need to execute consistently to create, progress and close opportunities.
Q2: What company information and content do we need to provide?
We work with your existing company content ; your website, published materials and internal resources such as sales presentations, product decks or documents stored in SharePoint or Google Drive. Simply point us towards what you already have, and we take it from there. (If we think there are gaps, we'll let you know.)
Q3: How do you establish our commercial narrative and define the required standard?
We organise your existing content using our Commercial Execution Framework, converting it into a practical language playbook, questions and answers, and the knowledge that supports studio practice. The framework defines the standard across four areas:
Q4: What are the onboarding paths that a newly hired salesperson would be introduced to?
The onboarding studio is organised into four broad paths:
- Commercial Positioning
- Conversation Management
- Opportunity Management
- Execution and Solutions
Together, these paths build and certify the new salesperson’s commercial fluency. A company or manager can adjust the emphasis placed on each path to reflect the role, priorities and level of experience.
Q5: How is the performance of the salesperson measured and tracked?
Performance is tracked through timed question-and-answer benchmarks and practice scorecards. The minimum pass level is typically 70%, rising to a target of 80% by the end of month three. The scorecards measure every part of commercial execution, from company positioning to complete sales plays, and can incorporate established sales methodologies or be customised to the company’s own approach.
Q6: What will managers be able to measure and monitor?
Managers can measure and monitor:
- Engagement: How consistently each salesperson is practising.
- Completion: Whether assigned learning and practice activities are completed.
- Knowledge: Performance in timed question-and-answer tests.
- Execution: Scores from conversation practices and full sales plays.
- Progress: Improvement over time against the required fluency benchmarks.
- Gaps: Specific areas that need further practice, coaching or manager support.
Q7: What does the owner or manager need to do?
The owner or manager defines the standards upfront: what salespeople need to know, which conversations and capabilities matter most, and when the required levels of fluency should be achieved. These decisions shape the onboarding programme, practice priorities and performance benchmarks.
Q8: How long does it take to get the studio ready for use?
Once we receive or gain access to your company content, the first version of your studio is typically ready within two to three days. What can extend the set-up time is gaps on your "Answers" i.e. your content may not be producing the quality of answer that you need.
Q9: How do you establish our commercial narrative and define the required standard?
We convert your content into Questions and Answers that break down you narrative into bite-sized components, that can be learn, tested and practised, e.g.
1. What major changes are happening in our market and audience(s) that make us relevant?
2. What assumptions or beliefs do customers typically hold that our company knows are incomplete or incorrect?
3. What does the company believe that customers or competitors generally do not?
4. What are the recurring customer blind spots where commercial opportunity exists for both the customer and the company?
5. Why is this blind spot difficult for customers to recognise without outside expertise?
Q10. Who manages the onboarding paths and the onboarding practice schedule?
We set up and manage the onboarding paths and practice schedule with you. Your manager agrees the priorities, standards and milestones, while we organise the assignments, monitor progress and keep the programme on track. Sometimes a client appoints a person internally to monitor completions, something we encourage.
