Summary
When onboarding B2B sales reps, many organizations emphasize speed over quality, believing that the sooner new sellers begin executing on their responsibilities, the shorter their journey to quota attainment will be. They rush newly hired reps into buyer-facing interactions without a comprehensive onboarding protocol, potentially damaging customer relationships and reps’ potential to fully deliver on the company’s investment in them. Forrester research shows a direct relationship between robust sales onboarding and superior business outcomes. In this report, we guide sales enablement leaders to enhance the value of their onboarding responsibilities and communicate this approach upstream.
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