Vision Report

Best-In-Class Sales Onboarding Balances Speed And Quality

High-Performing B2B Sales Teams Focus On Seller Competencies To Determine Readiness

February 24th, 2022
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Adam Birnberg , Robin Whiting

Summary

Although B2B sales enablement teams face constant pressure to onboard new sellers faster, Forrester data suggests that sales onboarding quality should not be sacrificed for speed. High-performing sales teams are more deliberate in onboarding new sellers and require more in-field observations than their lower-performing counterparts. Enablement teams must therefore balance the competing priorities of quickly preparing new sellers for customer interactions with the need to provide them with the competencies required to succeed. This report provides insight into the tension between onboarding speed and quality and offers suggestions for ensuring that sales rep onboarding is fast and effective.

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