Best Practice Report

Onboarding The Acquired Sales Force: Pre-Onsite Training

January 1st, 2018


It is sales enablement’s job to maintain and then to accelerate the productivity of an acquired sales force. Provide virtual learning to transfer key knowledge to newly acquired reps and maximize the effectiveness of onsite training. A strong onboarding process can minimize the amount of voluntary turnover post-acquisition.

After an acquisition, sales enablement is part of the team responsible for making a newly combined sales organization work. Together with the transition team, sales leadership and sales operations, enablement must decide which sales practices and activities to keep separate, merge, or discard (see Integrating Sales Organizations: 10 Steps To Success), and enablement must quickly onboard acquired reps (see Enabling the Sales Force Post-Acquisition). In this report, we’ll explore key onboarding components to focus on prior to bringing acquired reps to onsite training.

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