A global SaaS organization wanted to build consistency around hiring and onboarding for its Sales organization. They learned that their new sales reps took more than 18 months to ramp to full pipeline. To improve field performance, the objective was to onboard new sales reps and give them the tools and training they needed to accomplish a full pipeline in 12 months or less.
Over a 3-month time period, we:
Sales team members were onboarded consistently and leaders could measure their ramp time against pre-defined onboarding skill development metrics.
This gave Sales leadership a more effective skill calibration capability to know whether the new rep was likely to become high-performing.