Ryan Hohman, Founder and CEO at Sales Recruiting University.
Most sales onboarding strategies start too late. By the time a new hire is “officially” onboarded, the damage may already be done—expectations misaligned, commitment untested, early attrition brewing and leadership time wasted. The solution? Introducing Week Zero—a short, structured, pre-onboarding phase that prepares, filters and sets the tone for every new sales rep before their first official day.
If you lead a sales team or run a business dependent on performance-based hiring, Week Zero could be the most impactful structural improvement you make this year.
What Is Week Zero?
Week Zero is a defined, pre-onboarding period—typically five days—that takes place before your standard training begins. During this time, new hires complete a curated set of foundational tasks that give them a clear, unfiltered look at the job.
They attend team meetings to gauge culture fit, review core expectations, watch prerecorded training modules and complete role-play exercises to begin mastering the sales pitch. Crucially, they do all of this without being asked to sell, close or generate results.
There are no sales targets. No commission promises. No wasted management hours. Just clear structure, early accountability and transparent expectations.
Why Week Zero Works
It Screens For Coachability And Commitment—Fast
Hiring commission-based sales reps can carry risks. Week Zero provides an early filter. Candidates who engage fully, ask questions and complete tasks signal they’re worth investing in. Those who disengage or avoid the process often self-select out—saving your team time and energy before deeper resources are committed.
It Aligns Expectations Before Money Is Involved
One of the biggest drivers of early churn is misaligned expectations. Week Zero removes ambiguity. Reps gain clarity on workload, responsibilities, culture, tools and performance standards before income pressure kicks in. That clarity helps them commit—or opt out without friction.
It Reduces Churn, Saves Money And Improves Retention
When reps drop out mid-onboarding, it costs the business in missed revenue, lost recruiting effort and unnecessary training. Week Zero creates a soft start that helps mitigate those losses by identifying fit earlier and ensuring only qualified, committed reps progress.
How To Implement A Week Zero Program
Step 1: Create A Five-Day Checklist
Build a structured list of tasks: short video trainings, process documents, participation in live team meetings and basic role-play exercises. The goal is to assess readiness and engagement, not overwhelm. Ask yourself: What proof points do I need to confidently move someone into full onboarding?
Step 2: Automate Where Possible
Use a learning management system (LMS) or internal platform to distribute content. Let reps engage on their schedule, and track progress in the backend. Automation ensures consistency and reduces administrative overhead.
Step 3: Make Completion Required—Not Optional
Week Zero should be a qualification phase. Reps who complete all assigned tasks—and do so with engagement—move forward. Those who don’t are disqualified. This structure builds buy-in, fosters ownership and keeps leadership focused on serious candidates only.
Step 4: Consider Attaching Incentives
If your sales cycle has a slower ramp, offering a training bonus for Week Zero completion can help. A $250 to $500 bonus tied to checklist completion gives reps short-term security and increases follow-through. If the budget allows, it’s often worth the investment.
What Week Zero Is Not
It’s not busywork. It’s not a compliance checklist. And it’s not a way to delay meaningful onboarding. Week Zero is a performance filter, engagement test and early-stage training system—designed to reduce attrition, protect your time and improve team quality before major resources are spent.
Conclusion
Hiring great reps is only half the battle. Keeping them long enough to succeed is where most businesses struggle. A well-executed Week Zero doesn’t just improve retention—it creates a scalable system for consistently identifying, preparing and advancing the right people. If you’re serious about building a stronger sales organization, don’t wait until Day One to start. Start smarter—with Week Zero.
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