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March 19, 2013
Expert Opinion: Capture Revenue with Strong Onboarding
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Our client is rolling out a new AE Onboarding program. The goal is to reduce the time it takes a rep to retire quota. The VP of Sales Ops identified 3 reasons he was personally invested in the Onboarding program.
World Class Onboarding programs include two elements:
Activities List – providing an experiential foundation with a list of actionable items to execute
Learning Requirements – providing a knowledge foundation mapped to key content that a rep must consume
Expert Panel
The purpose of our Expert Panel call was to review the Activities List. The list started with best-practices for Onboarding activities no matter the industry. It included activities the client’s Training and Development team had deemed necessary. Finally, it incorporated feedback from multiple branch visits around the country. We reviewed the list with the Expert Panel and asked for feedback.
An Activities List will look much different for your company. As a starting point, download the Onboarding Activities List for all industries.
We’ll continue to get their feedback as they socialize the list around their branches. Early takeaways from the field:
Key Activities
The Onboarding Activities List has seen two big additions in the past year.
A great Onboarding program offers three benefits:
Be ahead of the market trend that places tremendous value on a highly trained sales force. Having well trained reps will help you significantly reduce your Ramp Time to Full Productivity. You will reach your revenue potential.
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