Sales Onboarding Execution Framework

January 1st, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

While onboarding is increasingly recognized as a prerequisite for B2B sales rep retention and success, many organizations struggle to build a comprehensive program that meets new hires’ needs. B2B organizations can use the Forrester Sales Onboarding Execution Framework to assess, build, and launch sales onboarding efforts. It offers a four-step approach to execute a successful onboarding program: define, design, develop, and deploy. In this report, we outline the key steps for organizations to implement the Sales Onboarding Execution Framework and adjust it to meet their needs.

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