Picture this: you've handpicked top sales talent for your team, excited to see them work their magic and deliver impressive results. But then, in an unexpected twist, they decide to quit. Sound familiar?

Sadly, this is the reality in many firms. The root cause? Poor sales onboarding. Here's a staggering stat: 52% of top-performing sales reps have left a job due to poor onboarding. (Source: Spekit)

‍The cost of not having the right onboarding process is high. It not only increases turnover rates but also delays the time it takes for new hires to become fully productive.

In today’s complex sales environment, where reps are bombarded with information about products, processes, and tools, a robust onboarding program isn’t just a nice-to- have — it’s a must-have.

So, how do you ensure you have the right onboarding program in place? Let’s explore the answers below. But first, let’s take a look at why a solid sales onboarding program matters.

The Key Benefits of Effective Sales Onboarding

Sales onboarding is all about making sure your sales reps have the skills, knowledge, and tools to excel in their roles. When done right, it can be a game-changer for your sales team.

Consider this:

‍According to G2, the best sales onboarding programs help new sales hires become productive 3.4 months sooner, on average – a time-to-productivity that’s 37% faster than firms with low-performing programs. 

Let’s take a closer look at the key benefits of having a strong onboarding program:

1. Shorter Ramp Time: Reps start contributing to your bottom line sooner, speeding up revenue generation.
2. Higher Quota Attainment: A structured onboarding process equips reps with the skills they need to consistently hit their quotas.
3. Lower Turnover and Better Retention: When reps have a positive onboarding experience, they’re more likely to stay with your company, which in turn reduces turnover and retains top talent.
4. Greater Rep Satisfaction and Engagement: A strong onboarding program builds confidence and a sense of belonging, leading to higher job satisfaction and engagement for your reps.

Top 7 Strategies for Impactful Sales Onboarding

‍An impactful sales onboarding program requires a strategic approach that balances training with practical experience while fostering a positive and supportive environment. Here are the key steps to achieve this:

1. Set Clear Objectives and Expectations

The first step in any successful onboarding program is to define clear objectives and expectations. This includes outlining the skills and knowledge new reps should acquire, the milestones they should achieve, and the timeline for their ramp-up. A great way to accomplish this is by creating a 30-60-90-day plan:

0 - 30 Days: Make your reps familiar with the company's culture, values, and product offerings. Focus on building a solid foundation and integrating them into the team.

30 - 60 Days: Ensure sales reps are comfortable with the product, sales process, tools, sales methodology, and workflows. Plus, they should also have a clear understanding of their goals.

60 - 90 Days: Sales rep should be actively engaging with prospects and working towards hitting their sales targets. The goal is to transition them into a fully contributing member of the sales team.

Having a clear roadmap helps new hires know what to expect and allows you to track progress and provide timely feedback.

2. Customise the Onboarding Experience

No two sales reps are alike - they come with different backgrounds, experiences, and learning styles. With a personalised approach to training, you can tailor the onboarding experience to meet individual needs. 

For instance, a rep with extensive experience in the industry might need less product training but more focus on the company’s unique sales processes. On the other hand, a rep new to the industry might need deeper product training and mentoring. 

By identifying and addressing these individual needs, you can accelerate the learning process and help each rep reach their full potential faster. Personalisation also shows that you value the needs of each individual rep, which can boost morale and commitment.

(Note: This is a made up quote for the assignment. But ideally, I’d reach out to Sales Managers and Enablement leaders to get their quotes on onboarding. This will help us distribute the blog in their social circle)

3. Leverage Technology 

Technology has become an irreplaceable part of the modern workforce, but the key lies in how you utilise it. Sales enablement platforms, Learning Management Systems (LMS), and CRM tools can all be leveraged to create a more interactive and data-driven onboarding experience. 

With an LMS, you can design interactive courses that are accessible anytime, anywhere, making learning more flexible. Additionally, you can track the progress of new hires, identify areas where they may be struggling, and provide insights for continuous improvement.

When selecting a sales onboarding tool, prioritise ease of use, customisation, and smooth integration with other tools.

4. Provide Varied Training Methods

Gone are the days of all-day training sessions and shadowing—modern onboarding is all about keeping things engaging and varied. With sales training techniques like micro-learning and gamification, you can make the process interactive and fun, helping new hires retain information better.

It’s also important to offer different training formats to cater to different learning styles, whether it’s 1-on-1 coaching, peer training, role-play, or virtual sessions. Personalisation is key, but so is mixing things up to keep everyone engaged.

5. Build a Supportive Learning Environment

New sales reps should feel supported from the moment they join the company. This support can come in many forms—whether it’s a dedicated onboarding buddy, a mentorship program, or regular check-ins with managers. 

Plus, encourage open communication. Reps should feel comfortable asking questions, seeking help, and sharing their challenges. Celebrate early wins to build confidence, and provide constructive feedback to guide improvement. A supportive environment not only helps reps learn and grow faster but also creates a sense of belonging and loyalty to the team and company.

6. Adopt an Everboarding Approach

‍According to Gartner, B2B sales reps forget 70% of the information they learn within a week of training, and 87% forget it within a month.

‍This is where the concept of ‘Ever boarding’ comes into play.

Ever boarding is a continuous learning process that keeps reps up-to-date on the latest trends, market changes, and evolving job requirements. It can include regular refresher courses, advanced sales training, and updates on new products and market trends.

Continuous learning keeps reps sharp and adaptable in a rapidly changing sales landscape, allowing them to refine their skills over time and maintain high performance.

By embedding learning into the company culture, you ensure that reps are always improving, staying ahead of the competition, and ready to tackle new challenges.

7. Measure and Optimise the Process

No onboarding process is perfect from the start, so it's crucial to measure its effectiveness and make data-driven improvements. Regularly gather feedback from new hires through surveys, interviews, and informal check-ins to see how they’re doing. 

Look at performance data—are reps hitting their targets faster? Is turnover dropping? Use these insights to tweak your program, whether it’s adding depth to certain modules or adjusting the pacing. The key is to stay flexible and open to change. 

By continuously refining your onboarding process, you’ll ensure it stays relevant and aligned with your company’s goals and the evolving sales landscape. And remember, if you’re not measuring, you’ll never know if it’s working as intended.

‍How Demoboost Transforms Your Sales Onboarding 

With our interactive demo platform, you can supercharge your sales onboarding and set your sales team up for success. Here’s how Demoboost helps you achieve this:

Shorten Ramp-Up Time

A new sales rep typically takes about 3 months to fully ramp up. But with Demoboost’s interactive demos and detailed speaker notes, you can significantly cut down this time. By equipping your reps with structured demo flows and scripts, Demoboost helps them become fully operational as quickly as possible.

Boost Reps’ Productivity

Say goodbye to lengthy training sessions. With Demoboost, new hires can access demo libraries whenever they need, allowing them to learn at their own pace. This flexibility helps new reps become productive faster, enabling them to start delivering winning pitches sooner.

Fast-Track Product Mastery

Demoboost’s interactive demo platform gives your reps hands-on experience with your product. This practical learning approach helps them quickly understand the features and functionalities, building their confidence and knowledge from the start.

Customise Learning and Monitor Progress

With Demoboost, you can deliver the right demos and training materials to new hires, tailoring the onboarding process to individual needs. Additionally, it simplifies tracking each rep’s progress, making it easier to identify where extra support might be needed, ensuring everyone stays on track.

Final Thoughts:

‍Onboarding is more than just getting new hires up to speed; it’s about setting the foundation for long-term success. A well-structured, personalised onboarding process not only equips your sales reps with the tools they need but also shows them they’re valued and supported. 

By setting clear objectives, customising training, and fostering a supportive environment, you pave the way for a high-performing sales team. Remember, those early days are crucial—make them count, and watch your team thrive.Ready to create an exceptional onboarding experience? Let’s connect and make it happen.