Faster Onboarding Starts with the Right Sales Software

By Tracy Larson, President, WeSuite 

Hiring a new salesperson is always a leap of faith—especially when that person is new to the security industry. They may bring sales experience, people skills, and enthusiasm, but translating that into accurate quotes, margin-conscious proposals, and fully scoped systems? That can be a steep learning curve. 

Unless you give them the right tools. 

One of the most underrated benefits of having sales software built specifically for the security industry is how quickly it helps new hires get up to speed. When your platform is configured to mirror how your company sells—your offerings, your pricing structure, your quoting logic—it becomes a shortcut to productivity. 

I recently spoke with a security and alarm company that brought on a new sales consultant with zero background in the industry. Within one week, he was quoting on his own. How was this possible? The company had invested in security-specific software that included pre-built solution packages for common customer needs — like a typical residential camera system. Instead of guessing what components to include, the new salesperson could see what was needed, learn why, and quote accurately from day one. 

Even small software features can have a big impact. For example, the ability to bookmark frequently used parts saves time and helps reinforce what products are most relevant. A “favorite parts” list not only streamlines the quoting process but also reinforces consistency and reduces the risk of overlooking critical components, like power supplies or communicators. 

This is where general-purpose quoting tools fall short. They may support pricing and proposal generation, but they lack the built-in guardrails that help salespeople navigate the nuances of security systems. Without industry-specific logic, a new hire can spend weeks learning what to include, how to price it, and which configurations make sense. Worse, they may rely too heavily on others to check or build their quotes—slowing down the sales process and eroding confidence. 

Security-specific sales software, when thoughtfully configured, functions as both a quoting platform and a training tool. It provides new hires with a framework for success, outlining what to include, how to present it, and how to align with company standards. It enables shadowing to occur in real-time—not just through observation but through guided, hands-on quoting. 

Of course, good software doesn’t replace the need for onboarding. But it makes onboarding smarter. It shifts the focus from “What do I put in this quote?” to “How do I close this deal?” This is a far better use of everyone’s time. 

In a market where talent is tight, and growth often hinges on how quickly your team can ramp up, security-specific sales tools are no longer a luxury—they’re a necessity. They empower new hires, reduce errors, and transform the sales process into a repeatable and scalable advantage. 

If your current tools can’t do that, it may be time to rethink your approach.