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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