# Sales Onboarding Machine (CLOSER)

> A structured 14-day ramp for new sales reps: listen through a library of good calls, learn a question-based script (the CLOSER structure), daily roleplay, then a half schedule with daily manager review.

- Canonical URL: https://www.convios.com/en/methods/sales-onboarding-machine
- Language version: https://www.convios.com/de/methodik/sales-onboarding-closer
- Status: Convios method toolkit
- Method library: https://www.convios.com/en/methods — Markdown: https://www.convios.com/en/methods.md

## Problem

New reps take months to become productive at your company, and how good they get is left to chance: whoever sits next to a strong colleague learns a lot, the others less. There is no documented script, no call library, no practice routine. That makes every sales expansion an unpredictable risk.

## Approach

1. Build a library of good call recordings; new reps listen through a large number of them in the first two weeks, immersing themselves in how selling sounds.
2. Codify the conversation framework as a question-based script (CLOSER: Clarify, Label, Overview, Sell, Explain, Reinforce) and drill it daily in roleplay.
3. Then start on a half lead load; the second half of the day is spent reviewing one's own calls.
4. Establish a manager ritual: per review, pick the one or two highest-leverage points, discuss briefly, practice extensively, not every mistake at once.

## Example

A typical case: a growing B2B SaaS company hires two new AEs and realizes that beyond a product deck there is no onboarding material. The team cuts the best discovery and closing calls from recent months into a library, documents the conversation structure as a script, and schedules daily roleplay for two weeks. The new AEs then take on half the usual meeting load and review one of their own recordings with the manager every day. Ramp becomes predictable, and quality no longer depends on who sits nearby.

## Limits

The program assumes good calls to learn from already exist, for the very first sales hire, the library is missing. The 14-day frame comes from transactional, high-velocity environments; complex enterprise cycles need longer ramps and additional content (product, market, buying committee). A script builds discipline but does not replace judgment in the conversation.

## Metric

Ramp time to full productivity (time to first independent quota attainment) and the performance spread between new reps of the same cohort.

## Sources

- Taylor, Russ-Eft, Chan: A Meta-Analytic Review of Behavior Modeling Training, Journal of Applied Psychology 90(4), 2005 — Journal of Applied Psychology (Nachweis über ERIC, U.S. Department of Education), 2005 · academic and scholarly literature · evidence of effectiveness. Supports the design of the programme: across 117 studies, training that demonstrates the desired behaviour and then has people practise it has its largest effects on knowledge and skills; effects on job behaviour are considerably smaller, and effects on business results smaller still. Transfer into daily work is greatest when both positive and negative models are shown and when the practice cases are contributed by the learners themselves. (https://eric.ed.gov/?id=EJ936609)
- Alex Hormozi: How To Build Large Sales Teams (Starting from 0), YouTube, 2022 — YouTube (Alex Hormozi), 2022 · practitioner source · describes the method. Carries the specific design with the two-week ramp, the call library, the daily role play and the halved lead load with a daily debrief. (https://www.youtube.com/watch?v=2lA_A8BGRRs)
- Primary source: Taylor, Russ-Eft, Chan: A Meta-Analytic Review of Behavior Modeling Training, Journal of Applied Psychology 90(4), 2005 (https://eric.ed.gov/?id=EJ936609)
- Adapted from: Alex Hormozi ($100M Offers/$100M Leads, YouTube-Langform)

## Related

- Method: [Sales Acceleration Formula](https://www.convios.com/en/methods/sales-acceleration-formula)
- Method: [Lead Scoring: Best Leads to Best Closers](https://www.convios.com/en/methods/lead-scoring-and-routing)
- Method: [Predictable Revenue / Cold Calling 2.0](https://www.convios.com/en/methods/predictable-revenue)
- Tool: [tl;dv](https://www.convios.com/en/toolbox/tldv)