Onboarding a New Outreach Rep: First Week Plan

A structured first week sets new reps up for success. This plan includes tool setup, practice tasks, quality checks, and a manager sign-off checklist to prevent onboarding drift.

Onboarding Goals

Rep can log opportunities correctly
Rep understands follow-up cadence
Rep knows how to record outcomes
Rep has completed practice tasks with feedback

Day 1: Setup & Orientation

Morning (2-3 hours)

Account setup

Create login, set permissions, verify access to all needed views

Workspace tour

Walk through pipeline stages, filters, and key views

Share SOP document

Review the team's outreach SOP together

Afternoon (2-3 hours)

Watch: Creating a record

Manager demonstrates creating an opportunity from scratch

Practice: Create 3 test records

Rep creates practice records, manager reviews

Day 2: Data Hygiene & Follow-Ups

Morning

Data hygiene review

Required fields, naming conventions, tagging rules

Follow-up queue walkthrough

How to check due follow-ups, prioritize, and work the queue

Afternoon

Practice: Log 5 real opportunities

Find 5 real opportunities on target platform, log them properly

Manager review of Day 2 records

Check all fields, give feedback on quality

Day 3: First Real Outreach

Morning

Proposal/message templates review

Share examples of successful proposals, explain the structure

Write first 3 proposals (drafts only)

Rep drafts, manager reviews before sending

Afternoon

Send approved proposals

Send after manager approval, log activity

Set follow-up dates

Schedule follow-ups per SOP cadence

Day 4: Follow-Ups & Outcomes

Morning

Check for replies to Day 3 outreach

Log any responses, update stages

Outcomes training

When to mark won/lost/no response, adding loss reasons

Afternoon

Log 5 more opportunities

Continue building pipeline

Practice: Close 2 test records as outcomes

Practice marking different outcome types correctly

Day 5: Independence Check

Morning

Independent work block

Rep works independently: source, log, send, follow up

Afternoon

Week 1 review meeting

Review all records, discuss questions, give feedback

Set Week 2 targets

Agree on daily/weekly activity targets

Manager Sign-Off Checklist

Before Rep Goes Independent

Rep has logged at least 10 opportunities correctlyRep has sent at least 5 proposals/messagesRep has scheduled follow-ups correctlyRep has recorded at least 2 outcomes (practice or real)Rep can explain the SOP follow-up cadenceRep knows how to check for duplicates before creatingRep knows who to ask when they have questions

Avoiding Onboarding Drift

Schedule check-ins

Daily 15-min check-ins during Week 1, then 2x/week for Week 2-4

Review actual records

Don't just ask "how's it going"—open their records and review together

Catch mistakes early

Bad habits formed in Week 1 are hard to fix later. Give immediate feedback.

Related Guides

Team SOP

The SOP to share during onboarding

10-Minute Quickstart

Quick reference for new reps

Onboard Reps the Right Way

Structured training that sticks

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