Research Brief: Sales Onboarding Practices


When they work, onboarding programs improve salesperson productivity and new hire success rates, which can profoundly impact overall sales organization performance. Yet onboarding approaches vary in scope, intensity, and outcomes across firms. This study offers a survey of onboarding practice in business-to-business sales organizations, identifies onboarding program elements that contribute to success, and quantifies onboarding’s business impact.


Login, or become a Sales Management Association member to access more of this content. Join here.