WORKSHOP – The Learning Quota: A Bold New Onboarding Approach

31 October 2019


Sales organization's don’t flinch when it comes to assigning performance quotas, even to brand new hires. But too often they overlook the learning milestones essential to a new hire salesperson's ability to establish initial success. This session discusses a bold departure from conventional practice: holding new salespeople accountable for learning objectives before holding them accountable for performance outcomes. Achieving such outcomes can be use as gating mechanisms that delay a salesperson's incentive pay eligibility until they've demonstrated mastery of learning objectives. A case study example from a large sales organization that implemented this approach is reviewed, showing substantial increases in overall new salesperson productivity and a larger percentage of salespeople achieving performance quota in their first year.

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