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Live Digital Panel - November 10, 2020
what world class onboarding looks like
Most sales leaders approach onboarding as a one and done. You do the training, you watch the videos, and you're ready to roll - right?
In truth, revenue leaders should be thinking about onboarding as an ongoing process. A better way of thinking of it is "ever-boarding": you're constantly developing your team with new skills and concepts, with checkpoints along the way to make sure your process is delivering results.
Join our experts to learn what really good onboarding looks like, how to continue to develop your sales team, solve revenue problems in your onboarding program, and how to to connect the dots to make sure what you're doing is giving you the business outcomes you want.
Key Takeaways
If you’re not hiring a cohort, you’re leaving money on the table.
Your field managers are your front line. You need their buy in if you want your onboarding program to work!
To find the problems in your onboarding, you first need to define what metric you want to ramp people up to in your company. Always remember that you’re trying to move the middle; the high and low outliers won’t change, it’s the middle section of reps you want to improve.
To find the holes in your onboarding, ask your managers: where are we struggling in the field? Or what do you want more of? Do you want -
More deals (better pipeline)
More wins (better conversion rate)
Bigger deals (deal size)
Deals made more often (shorter sales cycle)