Speed matters in onboarding
Commission only agents do not get paid until they sell. Every day they spend in onboarding without earning is a day they might decide to move on. Your onboarding process needs to be thorough enough to set them up for success but lean enough that they can start generating revenue within days, not weeks.
The essential onboarding checklist
Product knowledge
Agents need to understand what they are selling, who it is for, and why it matters. But they do not need to become product experts before their first conversation. Give them the 80/20: the core value proposition, the three most common objections and how to handle them, pricing, and one or two customer stories they can reference.
Sales process and tools
Walk them through your sales process step by step. How do leads come in? What CRM do they use? How do they log activities? What happens after a sale is closed? Who handles fulfilment?
If you are using Zepys, much of this is built into the platform. Agents can see their pipeline, track commissions, and access materials all in one place.
Brand guidelines
External agents represent your brand. Give them clear guidelines on how to talk about your company, what claims they can and cannot make, and any compliance requirements specific to your industry.
Commission structure
Make the money crystal clear. How much do they earn per sale? When do they get paid? Are there bonuses for hitting targets? Is there a sliding scale? Remove all ambiguity around compensation.
Create a self serve knowledge base
The best onboarding is one agents can revisit whenever they need to. Build a simple knowledge base with FAQs, product sheets, competitor comparisons, pricing guides, and recorded training sessions. This reduces your workload and gives agents confidence that answers are always available.
Pair new agents with experienced ones
If you have agents who are already performing well, consider creating a buddy system. New agents learn faster from peers who are doing the work daily than from corporate training presentations.
Set 30, 60, and 90 day milestones
Give new agents clear targets for their first three months. These should be achievable but meaningful. For example: three qualified conversations in week one, first sale by day 30, consistent pipeline by day 60, and hitting target run rate by day 90.
Follow up consistently
Check in at each milestone. Celebrate progress, address struggles, and adjust support as needed. The agents who feel supported in their first 90 days are the ones who stay and grow with you.