Why Your Sales Onboarding Process Is Broken & How to Fix It

Steve Preston, Michelle Vazzana


Many of us are familiar with the “10,000 Hours” rule popularized by Malcolm Gladwell in his book, Outliers. The theory goes that for anyone to reach the “tipping point” of greatness, they must study or practice a specific skill for 10,000 hours. In the years since, the theory has been largely debunked, replaced in many circles and supported with research, by the idea that greatness is not based on quantity, but rather on the quality of &ld(...)


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