Sales New Hire Onboarding: Setting Clear Objectives

January 1st, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

The onboarding journey can be an unfamiliar and intense experience for new B2B sales reps, and skipping important steps along the way can ultimately result in failure. Revenue enablement must inform new hires of all key players with whom they will interact in the process and their roles, set clear objectives and expectations for new hires, and make sure new hires understand how they will be measured throughout the onboarding process and who will be monitoring their performance. In this report, we discuss key points to review with new reps as they enter an onboarding program.

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