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

Summary

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

Introduction

Analysis

  • 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

Gartner Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client

Learn how to access this content as a Gartner client.