Ineffective sales onboarding delays ramp-up beyond six months, increases turnover, and hinders revenue goals. A RAIN Group study of 223 sellers revealed only 35% rate their onboarding as effective, with poor training on sales process and tools linked to an 11-point drop in win rates. Effective programs emphasize strong sales process training, coaching, teamwork, clear performance goals, manager involvement, and multi-modal learning (virtual and instructor-led). They last 1–6 months, include feedback, simulations, and mentoring, and make new hires 6.3x more likely to feel prepared and 4.3x more likely to feel supported.

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