Sales leaders need to reevaluate what an effective approach to sales onboarding really looks like.
Whether a salesperson is new to the company or a seasoned high performer, the pressure is on in today’s world: Up your game, add more value, strengthen customer relationships and meet aggressive sales targets—fast.
The question is, are sales training efforts keeping up?
Let’s start with your onboarding process. In the past, it’s possible that you could have gotten away with putting new salespeople through an onboarding process over the first few weeks or months, and maybe a sales training course or two, and that would be it. Today, with customer expectations, industry disruption and competitive pressures continually transforming markets and opportunities, sales leaders need to reevaluate what an effective approach to sales onboarding looks like. In fact, research suggests that companies ought to be thinking about onboarding as a year-long process if they want to both retain
