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Description
When a B2B organization hires or promotes someone to sell, there is often overwhelming
pressure on sales leaders to have reps start active business development immediately.
New reps typically step into a territory or account segment that is eagerly awaiting their
activity. However, this urgency can unfortunately lead to missed potential revenue during
the onboarding process. Conversely, allowing an untrained rep to interact with buyers can
spell disaster for the buyer, the brand, and the contract. This webinar leverages Forrester
research to define best practices for sales leaders to use when structuring the timeframe
for new seller onboarding.
Key takeaways:
- Learn how to ensure that sales onboarding is buyer-centric.
- Learn how to balance learning and selling.
- Explore when to require formal certification.
Target audience level: intermediate
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