Case Study

Case Study: Building An Outcomes-Driven Onboarding Program To Impact Sales Productivity At ADP

November 7th, 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

Summary

Forrester’s research shows that onboarding is critical to driving sales productivity and rep retention and requires invested leadership, role-specific performance goals, and a structured learning roadmap. ADP recently partnered with Forrester analysts to rebuild their onboarding program to specifically address a decline in their sales KPIs. This case study illustrates how focused onboarding content, key stakeholder alignment, and strategic use of integrated technology and tools can significantly impact sales rep productivity and regain rep confidence to influence retention.

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