Gartner Research

Reduce Sales New Hire Time to Productivity With a Structured Onboarding Knowledge Checklist

Published: 19 July 2019

ID: G00439901

Analyst(s): Shayne Jackson


Sales enablement leaders should guide new sellers through their first several weeks with a knowledge checklist. This checklist prepares new sellers for a more productive formal new hire class, accelerates their ramp to productivity and speeds their time to effective, independent customer meetings.

Table Of Contents
  • Key Challenges



  • Structure the Weeks Before Sales New Hire Class to Take Advantage of a New Seller’s Limited Productivity
  • Ensure Sellers Enter Sales New Hire Class With a Foundation of Knowledge
    • Industry Background
    • Product Fundamentals
    • Buying Groups
    • Customer Stories
    • Selling Context
  • Select the Right Learning Methods to Develop a Foundation of Knowledge Prior to Sales New Hire Class
    • Curated Publicly Available Information
    • E-Learning
    • Learning From Peers
    • Coaching From the Hiring Manager and/or Onboarding Manager
  • Appendix
    • Example Sales Onboarding Knowledge Checklist

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