Hudson, Mass. - Oct 31, 2011 - The Bridge Group, Inc., an inside sales consulting and implementation firm, has published a new ebook which identifies five key gaps hindering the effectiveness of B2B sales onboarding efforts.
"Hiring is a critical factor in the success of any sales organization. Even more critical is getting from hire-to-ramp-to-revenue," observes Trish Bertuzzi, President & Chief Strategist at The Bridge Group, Inc. "In our research we found that it takes, on average, 4.5 months for an Inside Sales Rep to be fully productive. That's nearly 82 selling days! This ebook captures the five key areas, gaps really, between where we are today and where we need to be."
"Sales Onboarding: The Express Route from Hire-to-Revenue" identifies the following gaps: Context, Orientation, Planning, Investment, and Coaching.
"This ebook addresses what to do in the face of these gaps," continued Bertuzzi. "My hope is that some of my ideas sales leaders might adopt, some they might modify, and ideally some new ideas will come to them just from spending a few minutes reading these pages."
The Sales Onboarding ebook provides sales leaders with:
- - An understanding of the 5 key gaps in the onboarding proces
- - Concepts for addressing those gaps
- - Quick tips Executive can put to work immediately
- - A framework for ensuring that Reps reach their full potential quickly
The ebook is available as a complimentary download.