Gartner Research

Leverage New-Hire Incentives to Pay for Performance During New-Hire Onboarding

Published: 16 July 2019

ID: G00431406

Analyst(s): Dave Egloff

Summary

Chief sales officers must design new hire sales incentives to ease the financial transition and reward the onboarding development of their sellers. Too often, new-hire incentives are structured as an entitlement, which fails to motivate early progress and erodes the pay-for-performance culture.

Table Of Contents
  • Key Challenge

Introduction

Analysis

  • Use New-Hire Incentives to Ease Seller Transition Concerns and Promote Engagement
  • Embed a Pay-for-Performance Mindset Into Each New Sales Employee
    • Step 1 — Map Out the Onboarding Program and Timeline
    • Step 2 — Identify Onboarding Milestones and Verifiers
    • Step 3 — Align the New Hire Incentive Duration to the Average Sales Cycle Duration
    • Step 4 — Enable Sales Managers to Support the New-Hire Incentive Program

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