We work with many companies and help them dramatically improve their sales hiring effectiveness. Unfortunately, companies tend to ignore what happens after the interviewing, assessing and hiring are done. All too often, companies ignore the importance of having a systematic sales onboarding program in place.
The Sales Management Association recently released a research brief about salesperson onboarding. Two items that really jumped out at me from the brief are:
1. Those companies that have a very structured onboarding process and follow it consistently had the most positive results.
2. Consistently following a structured onboarding program shortened the time to productivity by 37%.
While these two […]Read more »