Onboarding for Sales: The Orientation Gap

Most companies do new sales rep orientations the wrong way.

They send new hires head-first into the workplace and let them ping-pong around for a while until they see stars. That’s the immersion approach, explains founder and CEO of The Bridge Group Trish Bertuzzi, and it’s practiced at far too many companies worldwide.

A far more effective option is the interdepartmental introduction. It allows you to give new salespeople a much more in-depth look at the company. Not only that, but they will likely learn a lot from an operational standpoint. All of this will culminate in an improved understanding of the company and a fine-tuned sales process. (Sales training is also helpful in achieving the latter feat.) For more on sales orientations, watch the video from OpenView Labs featuring Bertuzzi.