Onboarding and Certification
Four phases, six certification stages. Fastest path is 5-7 days, typical is 7-10. Every stage gates the next; there are no shortcuts. If you get stuck on any item, escalate fast; do not sit stuck.
Phase 1: knowledge intake (1-2 days)
Read every foundation file before you touch a phone. The assessment pulls directly from these; if you skim, you will know it at question 5.
- Company Knowledge Base. Who you represent: Rebecca Zung, the mission, the team.
- Product Intelligence. Every tier, price, feature and deliverable. Answer without hesitation.
- Sales Playbook. The CONNECT, DISCOVER, EDUCATE, PRESENT, CLOSE call structure.
- Persona Profiles. Mike, Theresa, Becky, Jason, Rachel, plus the 3 avatars. Recognize who you are talking to in 60 seconds.
- Voice and Tone Guide. Leverage language, power phrases, the never-say list.
- Credibility Proof Points. Stats, case studies and social proof that move prospects from skeptical to sold.
- CASE Method Guide. Capture, Analyze, Structure, Execute.
- Funnel and Ascension Model. The 7-stage buyer journey from first touch to lifetime client.
- Objection Library. Every pushback has a documented response.
- Operations Infrastructure. GHL pipeline stages, checkout links, operational protocols.
Phase 2: systems setup
No system access means no sales. Configure everything before your first call; escalate anything missing immediately.
| System | Why | Who sets it up |
|---|---|---|
| GoHighLevel + calendar | CRM and pipeline hub; no GHL, no lead flow | Sales Manager |
| Slack + #end-of-day-reports | Daily comms and accountability; your numbers post here daily | Email invite |
| Zoom + approved company background | All video calls; consistent branding, no personal backgrounds | Sales Manager |
| Fathom | Records and transcribes every call for self-review and coaching | Self-install |
| Get Revio | Social DM sales outreach | Sales Manager |
| GSuite (Rebecca Zung domain) | The only authorized email for external communication | Operations; credentials to personal email |
| Sale Tracker (Google Sheets) | The centralized record of closed deals. Not on the tracker, does not count | Sales Manager |
Phase 3: first week goals
Required before live calls:
- Complete all 10 foundation file reads.
- Pass the Knowledge Assessment: 25 questions, 80 percent required, 30-45 minutes, retakes allowed.
- Complete AI role-play against all 5 personas, scored out of 100, minimum 75 on each.
- Shadow a certified closer on at least one live call.
- Submit a written post-call analysis: what the closer did well, where the prospect shifted, what you would do differently.
The certification path
- Stage 1: Knowledge intake. All 10 files, 1-2 days.
- Stage 2: Knowledge Assessment. 25 questions, 80 percent to pass. Gates the role-plays.
- Stage 3: AI role-play, all 5 personas. Minimum 75/100 on every single one.
- Stage 4: Shadow a live call. Written analysis required. Active study, not passive listening.
- Stage 5: Supervised live calls. Minimum 3 calls with leadership listening; 75+ average across all three.
- Stage 6: Certified Closer. Cleared to run calls independently. Monthly reviews ongoing.
NOTE FOR REVIEW: the older TSC onboarding checklist and New Closer RAMP checklist (in playbooks/_tsc-gitbook/) cover the same ground with earlier tooling. This page follows the current training site; check the RAMP checklist for anything HR still requires (contracts, W-9s and similar are not covered here).