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What specific documentation does a new B2B sales rep need to read during their first week?
March 6, 2026·2 min read·Employee Onboarding Documentation
A new B2B sales rep needs six documents in their first week: the product overview deck, ideal customer profile, CRM workflow guide, email and call scripts, competitive positioning guide, and the sales playbook covering the full deal cycle. These six documents cover everything they need to start prospecting by week two.
What should each document contain?
| Document | Contents | When to Read |
|---|---|---|
| Product overview deck | What the product does, key features, customer value prop | Day 1 |
| Ideal customer profile (ICP) | Target company size, industry, job titles, pain points | Day 1-2 |
| CRM workflow guide | How to use HubSpot/Salesforce: create contacts, log activities, move deals | Day 2-3 |
| Email and call scripts | Templates for cold outreach, follow-ups, discovery call agendas | Day 3-4 |
| Competitive positioning | How we compare to Competitor A, B, C — strengths, weaknesses, objection handling | Day 4-5 |
| Sales playbook | Full deal cycle: prospecting → discovery → demo → proposal → close | Day 5 (overview), weeks 2-4 (deep dive) |
How do you create these docs efficiently?
- Product deck and ICP: Written by marketing/product — already exist in most companies
- CRM workflow guide: Record the CRM process with Glyde — auto-generates step-by-step instructions with screenshots
- Scripts and playbook: Written by the sales leader based on what top performers say and do
- Competitive guide: Maintained by product marketing, updated quarterly
The CRM guide is where most sales onboarding breaks down. New reps spend hours figuring out where to log activities, how to move deals through stages, and what fields to fill out. A recorded workflow guide eliminates this friction completely.
This answer is part of our guide to employee onboarding documentation.