Sales

Building sales onboarding programs with AI

AI helps design structured 10-day onboarding programs for new SDRs and AEs using company context like ICP, sales motion, product information, and learning frameworks to reduce ramp time.

Why the human is still essential here

The sales leader provides the frameworks, company knowledge, and final standards for what new hires need to learn. AI drafts and organizes the program, but humans define the strategy and evaluate effectiveness.

How people use this

First-draft ramp plan from company wiki

AI turns internal docs on ICP, product, and process into a day-by-day onboarding schedule with reading, shadowing, and practice tasks for new reps.

ChatGPT / Claude / Notion AI

Role-specific training paths for SDRs and AEs

Enablement platforms use AI to assemble different onboarding tracks for SDRs versus AEs based on role goals, required content, and skill milestones.

Highspot / Mindtickle

AI-generated practice and certification modules

AI creates quizzes, call scenarios, and readiness checkpoints from existing sales materials so managers can verify that onboarding transfers skills, not just knowledge.

Mindtickle / Highspot / SalesHood

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Community stories (1)

🤖 i'm using AI every single day as a head of sales 🤖

🤖 i'm using AI every single day as a head of sales 🤖

not to replace me or my judgment

but to make it sharper ✏️

and i'm trying to figure out how to learn AI faster and use AI better

here are 3 ways i used AI last week:

1️⃣ coaching reps

before every 1:1, i ask AI to pull the key moments from my rep's recent calls

AI surfaces the patterns

i show up to the 1:1 with specific drills to run with each rep based on what they specifically need to work on

AI is making me a more confident, effective, and well-prepared manager

2️⃣ new hire onboarding programs

i built comprehensive 10-day onboarding programs with AI as my co-architect to help reduce ramp time for new SDRs and AEs that join our team

and not just "hey make me a training plan"

i fed it learning theory frameworks + our Notion instance (with our ICP, our sales motion, our product) and i asked it to build a program that actually transfers skills, not just knowledge

i'll report back with feedback from our upcoming new team members

3️⃣ Granola takes better notes than me then drafts emails to send to prospects

normally, i hate AI email drafts and i end up spending more time editing the AI draft than i would just drafting the email from scratch myself.........

not anymore

fast and valuable follow-up emails sent FAST

the common thread????

AI isn't doing my job

it's making sure i'm doing my job at the highest level possible

******************************************************

i'm starting a new series on this

AI + the modern sales leader

where i share exactly how i'm using AI to build, coach, and scale in real time (because i want to consume more content like this so figured you might too!)

selfishly, trying to get to 10K followers too. think talking about AI can get me there? no idea, but we'll see.

🤖 follow along 🤖

Morgan ErazoFounding Head of Sales

Apr 6, 2026