The Pulse: The State Of Sales Onboarding

January 1st, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

Requirements for field readiness among B2B sales reps are as varied as the organizations for which they sell, the products and services they represent, and the job descriptions for which they were hired. Every organization needs to create an onboarding program based on these variables that bridges the gap between day-one competencies (i.e., those that new hires are expected to arrive with) and a new rep’s readiness to conduct live, buyer-facing interactions. In this report, we review findings from the Forrester Sales Enablement Survey that reveal how high-performing organizations structure and deliver their sales onboarding efforts.

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