The Building Blocks of Sales Enablement

17

A Performance-Based Approach to Sales Onboarding

Sales onboarding always seems to be a hot topic. How do we get our new salespeople onboarded and up to speed as quickly as possible? It’s a question that every sales leader asks and, sooner or later, something every sales enablement leader faces.

I cut my teeth in sales enablement (called sales training at the time) when I joined a corporate training department in 1991 and took over a rather lackluster sales onboarding program. The program I designed and implemented became legendary in that company. The whole experience was a learning lab for me, where I experimented with everything I was absorbing through reading and my successful experience as a seller and manager. Eventually, the program ...