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Sales Models, Metrics, and Motions Blog

Inside Sales Onboarding is Broken

by Trish Bertuzzi on Wed, Nov 02, 2011

18 short months ago I was presenting to a room full of 200 or so Inside Sales Executives at the AA-ISP Leadership Summit.  I asked them the following:

  • Raise your hand if you believe that sales onboarding is a critical factor in the success of new hires: almost all the room
  • Raise your hand if you have a documented process: about 2/3 of the room
  • Raise your hand if you think you have a good process: maybe 25 people
  • Raise your hand if building an amazing onboarding process is one of your top 3 initiatives this quarter: not a single hand

The more I thought about it, the more unfair my final question seemed to me.

With everything that Inside Sales Leaders have on their plates, how can they make the onboarding experience truly incredible if they don’t know what is broken.

So I sat down to put together my thoughts and ended up writing an ebook - Inside Sales Onboarding: the express route from hire-to-revenue.

I tried to capture five key areas, gaps really, between where we are today and where we need to be. Here’s a quick excerpt for you:

Simply put, I wanted to identify some key gaps in the onboarding process, provide quick tips that Sales Executives can put to work immediately and share a framework for ensuring Reps have the opportunity to reach their full potential.

I’d love to hear your thoughts. Download the Inside Sales Onboarding ebook and please feel free to share your best practices in the comments.

Topics: inside sales management, inside sales hiring

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