Three Ways Your Onboarding Program Drives Sales Results

In a recent blog post, Seleste Lunsford shared insights based on our 2018 Sales Talent Study centered around the question “You Hired the Right Salespeople. Now What?”. She mentioned the role of sales enablement, especially the role of their onboarding program for new hires. Today, let’s look more closely at the latest onboarding data and why it matters.
Whenever an organization hires new talent, a lot of money is spent during the hiring process, and sales leaders know that the new hires’ ramp-up time to full productivity will require an additional investment.
Based on our 2018 Sales Performance Study (requires membership), the average sales cycle length to close business with new customers (the usual scenario for new hires) takes a few months. Only 24.2% of sales cycles are shorter than 3 months, 29.3% last between 4-6 months, 28.0% between 7 and 12 months, and 18.5% last even longer than 12 months.
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