Sales Team Training Program Template: Editable Curriculum for SMB Teams
What is in the template, how to use it, and the customizations SMB owners make most often. Free editable Google Doc and Notion versions included.
A sales team training program template is a reusable curriculum document that maps every topic, format, and milestone in a structured training program. The template below covers a full 90-day onboarding plus a continuous quarterly cadence for tenured reps. It includes editable Google Doc, Notion, and PDF versions and works for teams from 2 to 50 reps. The Sales Management Association estimates 65% of SMBs have no documented sales training curriculum, which is why ramp times stay so long.
What is on this page
What is in the template
Six sections. Program overview with goals and success metrics. A 30/60/90-day curriculum schedule with weekly topics. Role assignments naming who facilitates each session. KPI definitions with baselines and targets. A coaching cadence schedule for the manager. A quarterly skill-theme calendar for tenured reps.
How to use it
For new hires
Run the 30/60/90 section as a structured onboarding plan. Week one is methodology kickoff and tools setup. Weeks two through four are product and process training. Weeks five through eight are applied practice on live deals. Weeks nine through twelve are independent execution with manager coaching.
For existing reps
Skip the 30/60/90 onboarding and use the quarterly skill-theme calendar. Pick one skill per quarter, run weekly 90-minute sessions on it, and pulse-check the skill-specific metric at the end of the quarter.
For sales managers
Use the coaching cadence schedule to structure weekly 1-on-1s and monthly forecasts. The cadence is the operating system. The manager's job is to run it.
Section-by-section walkthrough
The program overview is one page. Goals, success metrics, baselines, and the named owner for each. The curriculum schedule is the longest section: 12 weekly slots for new hires, four quarterly slots for tenured reps, each with topic, format, facilitator, and prep work. The role assignments table covers four roles: program owner, curriculum facilitator, deal coach, metric owner. The KPI definitions are short and specific. The coaching cadence is a recurring calendar. The quarterly skill-theme calendar lives in a separate tab with the year laid out.
Customizing the template for your industry
The customizations to make first: product knowledge slots (always industry-specific), compliance modules (heavy in financial services, healthcare, insurance), and call-script examples in your actual industry vertical. The methodology layer rarely changes meaningfully by industry.
Common edits SMB owners make
Shortening the 30/60/90 to a 30/60 for highly transactional roles. Adding a customer-shadowing week for technical products. Replacing the methodology section with a custom playbook that the founder writes. Adding a leadership module for senior reps who are managers-in-training. None of these break the template. They are the kind of adaptation the template is designed to absorb.
Download the template
The full editable template is included with our "How to Train Your Sales Team" PDF download (free, no payment required). Google Doc, Notion, and PDF versions all included. Sign up for the download below.
Providers in this category
Six providers whose curriculum maps cleanly onto the 30/60/90 plus quarterly-cadence structure in the template.
Behavioral selling system built on ongoing reinforcement, not one-shot workshops. 230+ offices in 30+ countries.
Action Selling 9-skill process. Acquired by Sales Empowerment Group in 2023. Streamlined for SMB.
Research-led methodology drawn from 700+ B2B purchase studies. Strong virtual-selling content set.
Custom-designed sales training. 8 years on Training Industry Top list. Inc. 5000 honoree.
Colleen Francis Sales Accelerator System for founder-led growth. Hall of Fame inductee.
Concierge engagement for founders. Training, fractional leadership, and AI implementation in one stack.
Frequently asked questions
What is in a sales training program template?
Six sections: program overview, 30/60/90-day curriculum, role assignments, KPI definitions, coaching cadence, and quarterly skill-theme calendar. The full template runs 8 to 15 pages depending on how much industry-specific detail you add.
Is the template free?
Yes. The template ships with our 'How to Train Your Sales Team' PDF, which is a free download with email signup.
Can I edit the template?
Yes. Google Doc, Notion, and editable PDF versions are all provided. The template assumes you will customize the curriculum for your industry and methodology.
Does it work for remote teams?
Yes. The cadence and structure are modality-agnostic. The only adaptation remote teams typically make is shifting from in-person workshop weeks to live virtual cohort weeks. Everything else stays the same.
Does it include role-play scripts?
Yes, sample role-play scripts for discovery, objection handling, and closing are included. The scripts are starting points to be adapted to your industry and methodology.
How do I customize it for my industry?
Start with the product knowledge slots (always industry-specific), then layer in any compliance modules required by your industry, then customize the call-script examples to your actual buyer language. The methodology layer rarely changes by industry.
How is this different from the sales team training plan?
The plan is the schedule for one specific cohort or onboarding cycle. The template is the reusable curriculum document the plan is built from. You write the template once and reuse it. You write a plan every time you onboard new reps or kick off a quarterly skill theme.
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