Sales field note
How Good Is Your Sales Onboarding?
Sales onboarding can look complete on paper while leaving new hires unprepared for customer conversations. The common mistake is treating information delivery as proof of ability.
Test application, not attendance
Define the selling behaviors that matter, let new hires practice them in realistic situations and record focused observations. Knowledge checks still matter, but they should sit beside evidence of execution.
Managers then enter the first weeks of field work with a clearer picture of strengths, gaps and the coaching each person needs.