“On” Boarding Sales Talent



So many companies make the mistake believing that sales recruitment ends the moment a new sales rep commits to coming onboard.

The process of “Onboarding” is critical and, when done right, protects your hiring investment by getting your new sales talent performing at his/her best.

90% of employees make their decision to stay with a company within their 1st year. Companies need to leverage on-boarding as a way to drive key business objectives such as growth, engagement, and retention.

Common Challenges

  • No plan or process
  • Logistical issues
  • No Orientation
  • No process checkpoints
  • No Follow-up


Onboarding Best Practices

  •  Implement the basics prior to the first day on the job.
  • (83 % of Best in Class companies start on-boarding prior to day 1 by welcoming new hires warmly and tackling administrative matters in advance)
  •  Make the first day on the job special.
  •  Develop a written onboarding plan.


Key areas:

  • Company & Product- Service Knowledge.
  • Knowledge of the Sales Role:  Activities – Process – Resources
  • Customer – Buyer Knowledge
  • Tools and Systems related knowledge and capability
  •  Make onboarding participatory.
  •  Be sure your program is consistently implemented.
  •  Ensure that the program is monitored over time.
  •  Use technology to facilitate the process.
  •  Use milestones, such as 30, 60, 90 and 120 days on the job—and up to one-year post-  organizational entry—to check in on employee progress.
  •  Engage stakeholders in planning.
  •  Include key stakeholder meetings as part of the program.
  •  Be crystal clear with new employees in terms of:  Objectives – Timelines – Roles –  Responsibilities


 As businesses begin to grow their sales teams, there are a number of key steps they can take to help accelerate ramp-up times and reduce turnover. These include making sure their companies are sales ready, hiring sales people who fit their success profile, developing a comprehensive training program, providing ongoing sales coaching, assigning well-matched mentors, and measuring and monitoring sales activity levels. By creating this framework, business owners can confidently scale their sales organizations and more rapidly realize a return on their investment.