Onboarding plan
Technical Sales Representative Onboarding Plan (30-60-90 Days)
A practical, printable plan to take a new technical sales representative from first day to full productivity.
Technical Sales Representative onboarding at a glance
Week one covers orientation, safety and shadowing. Days 1–30 build vocabulary and supervised practice on core procedures; days 31–60 move to independent work with competency sign-offs; days 61–90 focus on full productivity, cross-training and a credential plan.
Before day one
- Confirm start date, schedule, pay and supervisor in writing
- Verify required credentials: Certified Medical Representative (CMR), Certified Sales Professional (CSP) (as applicable)
- Prepare equipment and access: CRM systems; product demonstration equipment; clinical and technical literature; tablets and laptops
- Assign a buddy or preceptor
- Enroll the new hire in Technical Sales Representative training so foundations are covered before or during week one
Week one: orient and protect
- Workplace tour, emergency procedures and incident reporting
- Follow hospital and OR rules
- Comply with industry regulations such as the Sunshine Act
- Never promote off-label uses
- Drive safely between accounts
- Shadow an experienced technical sales representative through a full shift
- Training modules 1–3: role foundations, a day on the job and essential vocabulary (15 terms)
Days 1–30: learn
Goal: perform core tasks safely under supervision.
- Supervised practice: present clinical data to a physician
- Supervised practice: support a surgical case
- Supervised practice: navigate a hospital value analysis committee
- Training modules 4–7: duties, step-by-step tasks, tools and safety
- 30-day check-in: confidence, questions and early wins
Days 31–60: contribute
Goal: handle a regular workload independently.
- Call on professionals in a territory: independently
- Explain technical and clinical product details: independently
- Demonstrate equipment and products: independently
- Support customers during product use: independently
- Competency sign-offs completed (see checklist below)
- Training final knowledge check and certificate of completion
- 60-day check-in
Days 61–90: own
Goal: full productivity and a growth plan.
- Meet productivity and quality targets for the role
- Begin cross-training on a secondary task
- Agree on a credential goal (for example, Certified Medical Representative (CMR))
- Discuss the career path: Associate Sales Rep → Technical Sales Representative → Senior or Key Account Manager
- 90-day review
Competency checklist
| Skill or task | Trained | Observed | Signed off |
|---|---|---|---|
| Present Clinical Data to a Physician | |||
| Support a Surgical Case | |||
| Navigate a Hospital Value Analysis Committee | |||
| Technical product knowledge | |||
| Clinical or scientific terminology | |||
| Territory management | |||
| Contract negotiation |
How to measure onboarding success
- Time to independent shifts or first sale
- Sales per hour, conversion or quota attainment
- Customer satisfaction scores
- 30- and 90-day retention
How Technical Sales Representative training maps to this plan
- Introduction to the Technical Sales Representative Role
- A Day on the Job
- Essential Technical Sales Representative Vocabulary
- Core Duties and Responsibilities
- Common Tasks, Step by Step
- Tools, Equipment and Technology
- Safety, Compliance and Professional Standards
- Skills Employers Look For
- Launching Your Technical Sales Representative Career
- Final Knowledge Check