Onboarding Sellers With Activity-Based Learning

July 27th, 2020

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

Organizations need a well-structured onboarding program to equip newly hired sales reps with knowledge, skills, and process expertise specific to their new role. Best-in-class sales onboarding enables reps to become competent and productive in the shortest amount of time possible. Through activity-based learning, organizations can make sales learning relevant and meaningful by deconstructing existing material and delivering only what’s needed. In this report, we describe a strategy for improving the effectiveness of sales onboarding programs using activity-based learning methods.

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