Onboarding is a critical step in ensuring that new B2B sales reps are able to hit the ground running and contribute immediately to a company’s bottom line. Research shows that companies which leverage automated sales enablement for onboarding reps realize a significant return on investment by shortening their time-to-revenue production, improving quota attainment, and decreasing staff turnover.
While the sales onboarding process is one of the most important factors that can contribute to an organization’s success, it is often overlooked because sales leaders don’t understand the requirements needed to ensure the successful ramp of a new sales rep.
Most sales onboarding programs last only a week, after which sales management believe that all phone calls and emails sent out by new reps will get instant results. Sadly, this isn’t the case.