Model Overview Report

Sales Onboarding: Applying The Effectiveness And Efficiency Model

January 1st, 2018


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.

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