Designing Effective Sales Onboarding Programs

Last week, I shared some of our latest research on the performance impact of onboarding programs. The main findings were:
Effective onboarding services can improve quota attainment by 16.2%
Effective onboarding programs can speed up the ramp-time to full productivity by 17.9%
Ineffective onboarding services increase your voluntary turnover rate from 7.9% up to 14.2%
 
Today, let’s discuss what needs to be done to make an onboarding program effective. And no, we won’t get straight into a collection of various training services you might want to package. We’ll start with this simple question:
What is most important for new hires to get them to full productivity as fast as possible?
This question has a lot to do with how your organization hires new sales talent. And that has to do with the precise knowledge of what sets top performers apart from all others. That’s not an easy question to answer, and it usually involves a well