The State of Sales Onboarding & Training Research Report

Resource Overview

The following report summarizes the results of this year’s survey and shares practical insights from over 400 sales teams that will help you get reps selling faster and retain them for longer.

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OVERVIEW

The world of sales has changed forever. What hasn’t changed is the need for leaders to find and hire exceptional sales talent, get their team ramped up, and selling as quickly as possible, while retaining their top performers for the long haul.

Unfortunately, the transition to remote or hybrid onboarding experiences has put more pressure on sales leaders than ever before, many of whom have entered unchartered waters. This digital transformation, coupled with a new generation of sellers whose learning styles and preferences have evolved, has created the perfect storm for sales leaders.

This year, Spekit and Demand Metric partnered to explore the impact of delivering an exceptional modernized onboarding and training experience from the perspective of sales and revenue leaders, reps, enablers, and operations teams.

This study shows the importance of moving away from antiquated onboarding and training approaches and how sales leaders who refuse to get with the times will inevitably suffer.

The following report summarizes the results of this year’s survey and shares practical insights from over 400 sales teams that will help you get reps selling faster and retain them for longer.

 

KEY FINDINGS

Sales reps will leave their job if the training or onboarding experience sucks. 47% of account executives have left a sales job due to a lack of training or a poor onboarding experience.

Learning preferences have evolved. Only 31% of sales reps like to learn by taking online courses (LMS), compared to 75% who want to learn by “doing.”

Sales leaders recognize the relationship between hiring, onboarding, and revenue growth. Almost all (94%) sales leaders report that the hiring and onboarding process is critical or important in enabling sales reps to hit their targets.

Sales leaders are rolling out new processes that aren’t being followed. Over half of sales leaders have rolled out a new sales process or methodology in the past 4 months, but only 16% are very confident reps are following them.

Download a copy of the full report and learn how to build a sales training and enablement program that is so effective your revenue and retention issues will disappear.