Current and Emerging Practices in Salesperson Onboarding

6 September 2019


Onboarding is a critical part of the training and socialization of newly hired salespeople, and onboarding practices in sales organizations are quickly evolving due to recent advances in technology and shifts in the types of knowledge and skills required to succeed in a sales role.

This research surveys current practices in onboarding along with changes expected in the future.

Condition of Participation

Research participants are asked to complete an online survey lasting approximately 8 to 10 minutes.

Participation Eligibility

The study is open to management practitioners responsible for developing, supporting, or managing a sales force. Target participants should be employed by an organization that administers a formal initial training program for its newly hired salespeople (e.g. a salesperson onboarding program).

Benefits of Participation

A copy of the findings report produced from this study including:

  • Insight into salesperson onboarding characteristics that deliver superior outcomes for both newly hired salespeople and sales organizations as a whole
  • Insight into the ways that salesperson onboarding is expected to change in the next few years, with a focus on the role of digital technologies
  • Insight into the ways that current salesperson onboarding practices vary
  • The opportunity to help SMA and SMA partner organizations

Research Timeline

  • Research closes 31 October 2019
  • Research report is expected to publish 1 December 2019


Survey results are only reported in aggregate, and never in a way that would compromise the identity of any single respondent. All individual respondent data are treated with strict confidentiality and will not be distributed.

Research Administration

This research is being conducted in collaboration with faculty at a research university.

Take The Survey

Become a member

Become a member