Model Overview Report

Sales Onboarding: Applying The Effectiveness And Efficiency Model

January 1st, 2018
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director

Summary

Sales reps are hired to drive revenue, so the speed with which they can achieve full productivity is an important factor in the sales organization’s ability to meet its goals. Conversely, ineffective onboarding can result in failure for the individual and revenue shortfalls, missed deals, and lost customers. Sales enablement takes primary responsibility here but often relies on multiple individuals and groups to build the curriculum, which sometimes leads to inadequate topic coverage. In this report, we explain how to apply the Sales Onboarding Effectiveness And Efficiency Model, which provides a framework for sales onboarding that focuses on sales competencies, sales certification, and onboarding measurement.

Want to read the full report?

Contact us to become a client

This report is not available for purchase at this time.

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.