Model Overview Report

The Sales Onboarding Execution Framework: A Forrester Introduction

January 1st, 2018
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock

Summary

A competency-aligned onboarding program is critical to the success of new sales hires. In a recent Forrester sales onboarding survey, only 9% of respondents indicated that their new hires reach 80% to 100% of quota during their first year. When constructing a sales onboarding program, B2B organizations must use a systematic and layered approach to allow for smooth execution. The Forrester Sales Onboarding Execution Framework utilizes a step-by-step approach that ensures organizations can properly train and equip new sales hires quickly and aid them in achieving sales quotas.

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