HomeResearch Articles Sales Onboarding: Applying the Effectiveness and Efficiency Model

Sales Onboarding: Applying the Effectiveness and Efficiency Model

  • Reps are hired to drive revenue, so the speed with which they can achieve full productivity is an important factor in the sales organization’s ability to meet its goals
  • The sales enablement function takes primary responsibility for onboarding but often relies on multiple individuals and groups to build the curriculum, which sometimes provides inadequate coverage of key topics
  • The SiriusDecisions Sales Onboarding Effectiveness and Efficiency Model looks at onboarding as a continuum of learning experiences based on foundational competencies
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