Summary
In B2B sales, competency is the key to ensuring that sales reps are continuously productive. Yet sales onboarding is too often structured as a “check the box” activity rather than a progressive multi-step process that certifies the competencies that enable reps to engage buyers and advance their sales process. In this report, we describe the components of the Forrester Sales Onboarding Effectiveness and Efficiency Model and the steps required to build a successful sales onboarding program.
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