Best Practice Report

Making The Case For Robust Sales Onboarding

November 17th, 2020

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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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.