Should Every New Sales Rep Graduate From Onboarding?

January 7th, 2021

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

Is it the right or privilege of every sales rep who joins an organization to successfully complete onboarding? Should less than 100% of new sales hires graduate from onboarding to their field role? In this report, we explore the positive and negative consequences of an onboarding approach with no guarantee that every new rep will successfully complete the program.

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