Wholesale 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 Professional Manufacturers’ Representative (CPMR), Certified Sales Professional (CSP) (as applicable)
Prepare equipment and access: CRM and order apps; laptops and tablets; product samples; company vehicles
Assign a buddy or preceptor
Enroll the new hire in Wholesale Sales Representative training so foundations are covered before or during week one

Week one: orient and protect

Workplace tour, emergency procedures and incident reporting
Drive safely and avoid phone use
Lift samples properly
Follow site safety rules when visiting customers
Manage time to prevent burnout
Shadow an experienced wholesale 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: plan a sales route
Supervised practice: present a new product
Supervised practice: resolve a delivery problem
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.

Visit and call on customers in a territory: independently
Present and demonstrate products: independently
Take orders and quote pricing: independently
Negotiate terms and contracts: 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 Professional Manufacturers’ Representative (CPMR))
Discuss the career path: Sales Representative → Senior or Key Account Rep → Regional Sales Manager
90-day review

Competency checklist

Skill or task	Trained	Observed	Signed off
Plan a Sales Route
Present a New Product
Resolve a Delivery Problem
Product knowledge
Territory management
Negotiation
Order management

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 Wholesale Sales Representative training maps to this plan

Introduction to the Wholesale Sales Representative Role
A Day on the Job
Essential Wholesale 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 Wholesale Sales Representative Career
Final Knowledge Check

Get team pricing

Wholesale Sales Representative Onboarding Plan (30-60-90 Days)