Sales Onboarding: The Role of the First-Line Manager

January 1st, 2018

Summary

Creating an effective and efficient sales force might seem straightforward: Hire high-quality reps, add knowledge and skills, throw in a dash or two of content, and garnish with processes. However, sales managers must be continually engaged in this process, testing reps to evaluate their progress, adding context, and delivering additional learning as needed. In this report, we explore the multiple roles that first-line sales managers must play to ensure that new reps are successfully onboarded and prepared to sell.

Want to read the full report?

This report is available for individual purchase ($1495).

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.