Sales Onboarding: The Role of the First-Line Manager

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.