Sales Onboarding: Certifying New Hires For Efficiency

January 1st, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

B2B sales reps must become proficient in significantly less time, which makes the certification of new hires’ knowledge, skills, and process competencies a key success factor for a high-performing sales organization. Sales organizations should use two workstreams to certify their reps: effectiveness (certifying the acquisition of competencies) and efficiency (certifying the ability to sales competencies in context to engage customers and advance the buyer’s journey). In this report, we describe standardized processes, tools, and reporting required for sales certification — and the critical role that first-line sales managers play in certifying new reps.

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