Onboarding for CRO and VP Sales

Action

• There are several actions the CRO can take.
  • Make onboarding programs best-in-class, up to date, high impact practices that reflect meaningful preparation for upcoming OKRs.
  • Give them certifications that mean something.
  • Host roleplay and coaching scenarios that actually engage and work.
  • Hire an expert sales enablement professional with onboarding experience, who can introduce best practices, update materials, improve the results that would be average at best otherwise.

Results – Impact

• The results:
  • Replace old onboarding program management content.
  • Exposed best practices.
  • Introduced current best practices, operationalized, scaled.
• The Impacts:
  • Aggressively cut new-hire ramp time.
  • Time to the first sale shorter.
  • Productivity to break-even sooner.
  • Higher rate of reps over their quota.
  • Greater assurance reps will hit the ground running when you hire them all from making better onboarding programs.