Onboarding Program for Roofing Sales Reps: The 4-Week Playbook

A structured 4-week onboarding cuts new-rep time-to-productivity from 90 days to 60. It costs you $3k to $5k in classroom and shadow time but saves you from $12k in ramp-period losses on a rep who flames out at day 40.

Why 4 Weeks

Shorter than 4 weeks and reps hit the field without enough product depth to handle homeowner questions. Longer than 4 weeks and they lose momentum and start wondering if they picked the wrong company. 4 weeks is the sweet spot.

Week 1: Product, Process, Paperwork

Monday

• Company intro (1 hour): history, service area, mission
• Benefits, payroll, HR paperwork (2 hours)
• IT setup: CRM, email, phone, door knocking app (1 hour)
• Safety training: ladder safety, harness use, OSHA basics (2 hours)
• Tour warehouse, meet install crew leads (1 hour)

Tuesday

• Shingle product training: GAF, Owens Corning, CertainTeed (3 hours)
• Ventilation, underlayment, flashing basics (2 hours)
• Hail damage identification: video + photos (2 hours)

Wednesday

• Insurance restoration basics: ACV vs RCV, deductibles, depreciation (3 hours)
• Pricing structure walkthrough (2 hours)
• Contract forms, change orders, deposit handling (2 hours)

Thursday and Friday

• Ride-alongs with mentor (2 full days)
• Observe: knock, inspection, pitch, close
• Evening debrief (30 min each day)

Week 2: Shadow Weeks

Mentee is in the field every day with the mentor. Progression through the week:

DayMentee Responsibility MondayObserve only TuesdayDo 5 knocks (mentor watches) WednesdayDo 10 knocks, assist on inspection (carry ladder, take photos) ThursdayDo 20 knocks, run one full inspection with mentor present FridayDo 30 knocks, run 2 inspections, assist close on one deal

Friday afternoon: 1-hour review with mentor and sales manager. Assess readiness for week 3.

Week 3: Assisted Knocks

Mentee has their own territory, adjacent to mentor''s. Daily schedule:

• 7:30 AM: Team huddle
• 8:00 AM to 12:00 PM: Mentee knocks their territory solo
• 12:00 PM: Check-in call with mentor
• 12:30 PM to 5:00 PM: Mentee continues, calls mentor for backup on any signed inspection
• 5:00 PM: End of day debrief

Target: 5 inspections run, 2 contracts signed by end of week.

Week 4: Solo With Check-Ins

Mentee is fully independent. Morning huddle and end of day debrief only. Mentor available on phone but not checking in proactively.

Friday of week 4: formal 90-minute review with sales manager. Pipeline review, metrics vs ramp quota, feedback loop.

Ramp Quotas: What to Expect

PeriodDoors KnockedInspectionsDeals Closed Week 3200 to 3005 to 81 to 2 Week 4300 to 4008 to 122 to 3 Month 21,200+30+5 to 7 Month 31,500+40+7 to 10

What to Measure Daily

• Doors knocked
• Appointments booked
• Inspections completed
• Inspection-to-contract rate
• Contract-to-install rate
• Customer complaints (should be zero)

Manager reviews daily for first 30 days. Weekly after that.

Common Onboarding Failures

1. Skipping safety training. OSHA fines run $15k per violation. Skip it once, regret it for years.
2. Sending the new rep out alone in week 2. Two weeks is the minimum shadow period. Anything less and they do not know how to pitch.
3. No written training materials. Every rep should get a physical 50-page manual plus digital materials. Verbal-only training does not stick.
4. Letting the mentee knock outside their assigned territory. Creates turf wars with veteran reps and kills culture.

Paperwork to Collect Week 1

• I-9 with supporting documents
• W-4 or W-9
• Commission agreement signed
• Employee handbook acknowledgment
• Non-disclosure/non-solicit agreement (see our non-compete guide)
• Driver''s license copy if company vehicle or mileage reimbursement
• Emergency contact form
• Direct deposit authorization
• Background check consent (run before hire, but keep on file)

Mentor Pairing

Not optional. Every new rep gets paired with a mentor on day 1. See our mentor program guide for structure and compensation.

RoofKnockers Supports Onboarding

New reps can hit the CRM on day 1 without a week of training on the tool. Lead assignment, territory boundaries, and contract forms are all built in. See features or start a trial.

FAQ

Can we compress onboarding to 2 weeks for experienced reps?

Yes for reps with 3+ years in roofing. Skip product basics week, keep shadow week and company-specific training.

Do we pay during onboarding?

Yes. Hourly wage during training ($20 to $25/hr typical) converts to commission-only after week 4. Some companies run W-2 hourly + commission permanently.

What if the rep fails week 2 readiness review?

Extend shadow by 1 week. If still not ready after 3 weeks of shadow, the hire was a mistake.