Onboarding: The Role Of Sales Operations

The implementation of an onboarding system is critical to B2B sales organizations’ ability to drive productivity in new hires. The onboarding system also can be used to hone the skills of newly integrated and current sales roles. Sales operations must collaborate with sales enablement in planning, participating in, and reporting the results of the onboarding system.

To train high-performing reps, sales organizations must bring resources together to conduct an onboarding process that arms new reps with the knowledge, skills, and processes needed to succeed. Sales operations plays a critical role in this process, which typically starts with a weeklong boot camp and continues with several months of field training. In this report, we define the four roles — planner, presenter, analyst, and student — that sales operations should play in the onboarding process.