Sales Management Association Research: Salesperson Onboarding

Featuring input from 143 business-to-business sales organizations, this research explores management practices related to salesperson onboarding. Our research suggests that sales onboarding is undervalued by management, given the clear and quantifiable impact on sales staffing, development, and capacity illuminated by our results. This report identifies the staffing challenges faced by sales forces, then explores how salesperson onboarding, as currently practiced, addresses these issues.

Only slightly more than half of firms (55%) have a defined onboarding program for new hire salespeople, and only 6 in 10 salespeople (58%) are onboarded as part of a formal program.

- From the Research Study