Data Snapshot

Balance Speed And Quality For Effective Onboarding

Insights From Forrester On Maximizing Success In Seller Onboarding

November 21st, 2023
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Mike Pregler , Justin Ferguson , Kate Pierpont

B2B revenue enablement teams consistently face pressure to expedite the onboarding process for new sellers. However, according to Forrester’s B2B Sales Survey, 2023, high-performing sales teams take one-third longer to train than non-high-performing teams. To establish a solid foundation for successful selling, a more intentional approach to onboarding is necessary, which includes a greater number of in-field observations. Enablement teams must navigate the challenge of minimizing time to value while ensuring that new sellers are fully prepared with the necessary competencies for buyer interactions. This snapshot highlights the emphasis placed by high-performing sales teams on quality over speed in the onboarding process, drawing on insights from Forrester research.

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