{"id":1333,"date":"2014-05-15T07:34:09","date_gmt":"2014-05-15T07:34:09","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/how-is-your-sales-on-boarding-program-working-or-not-working\/"},"modified":"2025-05-01T11:18:51","modified_gmt":"2025-05-01T15:18:51","slug":"how-is-your-sales-on-boarding-program-working-or-not-working","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/how-is-your-sales-on-boarding-program-working-or-not-working\/","title":{"rendered":"How is Your Sales On-Boarding Program Working (or not working)?"},"content":{"rendered":"<p><img alt=\"Sales On-Boarding Program\" class=\"alignright wp-image-7763\" decoding=\"async\" fetchpriority=\"high\" height=\"194\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/onboarding-success.jpg?strip=all&resize=300%2C194\" title=\"How is Your Sales On-Boarding Program Working? | Peak Sales\" width=\"300\"\/>Management consultants Mark Stein and Lilith Christiansen, studied the hiring practices and staff retention rates at Fortune 500 companies and authored the book,\u00a0<strong><em>Successful Onboarding<\/em><\/strong>,\u00a0in which some startling observations were made about hiring:<\/p>\n<ul>\n<li>Almost a third of employees employed in their current job for less than 6 months are already job searching<\/li>\n<li>Almost a third of executives who join organizations as an external hire miss expectations in the first 2 years<\/li>\n<li>With 10% to 15% annual attrition, companies turn over upwards of 60% of their entire talent base within 4 years<\/li>\n<\/ul>\n<p>The authors argue (and we agree) that effective on-boarding programs achieve the following benefits:<\/p>\n<ul>\n<li>reduce new hire time-to-productivity<\/li>\n<li>improve\u00a0overall level of productivity<\/li>\n<li>increase\u00a0satisfaction levels of peers and managers<\/li>\n<li>raise\u00a0staff\u00a0retention rates<\/li>\n<li>transfer corporate knowledge from legacy staff to new hires<\/li>\n<li>improve\u00a0reputation as an employer of choice by top candidates<\/li>\n<\/ul>\n<p>That\u2019s a pretty impressive list of benefits and yet in many companies we see, if there are on-boarding programs at all, they centrally driven by HR with limited involvement and or accountability associated with\u00a0business units and departments, which in effect means that on-boarding is not a strategic priority. Furthermore, the programs\u00a0are often one-size-fits-all programs, with a very short term-focus.<\/p>\n<p>This raises some important\u00a0questions about sales force development and the return on sales recruiting investment in many companies:<\/p>\n<ul>\n<li>Does your organization have the buy-in for on-boarding programs at\u00a0both the\u00a0executive\u00a0and\u00a0department level?<\/li>\n<li>Can your organization afford to lose 1\/3 of the sales hires that required considerable effort and expense to recruit in the first place?<\/li>\n<li>Can your sales department absorb that kind of turnover and still meet its goals?<\/li>\n<li>Can you afford sales production from new reps to be less than optimal?<\/li>\n<li>Can you afford new reps to hit their stride later than they otherwise could with proper on-boarding?<\/li>\n<\/ul>\n<p>Important questions indeed.<\/p>\n<p>Find Peak\u2019s\u00a0prescription for an effective new sales hire on-boarding program here: \u00a0<a href=\"\/sales-resources\/first-90-days-new-sales-rep-onboardig-guide\/\" title=\"The First 90 Days \u2013 Your Guide to Making New Sales Hires Produce Fast\">The First 90 Days \u2013 Your Guide to Making New Sales Hires Produce Fast<\/a><\/p>\n<p>Click here to read more\u00a0about\u00a0Stein and Christiansen\u2019s book: <a href=\"https:\/\/onboardingmargin.com\/\" rel=\"noopener\" target=\"_blank\" title=\"Successful Onboarding\">Successful Onboarding<\/a><\/p>\n<p>\u00a0<\/p>\n<p>\u00a0<\/p>\n<p> relpost-thumb-wrapper <\/p>\n<div class=\"relpost-thumb-wrapper\"><!-- filter-class --><\/p>\n<div class=\"relpost-thumb-container\">\n<h3>Related posts<\/h3>\n<div style=\"clear: both\"><\/div>\n<div style=\"clear: both\"><\/div>\n<p><!-- relpost-block-container --><\/p>\n<div class=\"relpost-block-container\"><a class=\"relpost-block-single\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/4-reasons-to-consider-hiring-hybrid-sales-reps\/\"><\/p>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div aria-hidden=\"true\" class=\"relpost-block-single-image\" role=\"img\" style=\"background: transparent url(https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2023\/11\/hiring-hybrid-sales-reps-150x150.jpg) no-repeat scroll 0% 0%; width: 150px; height: 150px;\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif;;  font-size: 15px;  color: #6eba57;\">4 Reasons to Consider Hiring Hybrid Sales Reps<\/div>\n<\/div>\n<p><\/a><a class=\"relpost-block-single\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/compensation-planning\/\"><\/p>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div aria-hidden=\"true\" class=\"relpost-block-single-image\" role=\"img\" style=\"background: transparent url(https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2023\/11\/comp-planning-2-150x150.jpg) no-repeat scroll 0% 0%; width: 150px; height: 150px;\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif;; 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font-size:12px; font-weight:normal; width: 85px; margin: 0 0 2px auto; line-height: 20px;\">Connect:<\/div>\n<p><a class=\"abh_twitter\" href=\"https:\/\/twitter.com\/eliotburdett\" rel=\"nofollow noopener\" target=\"_blank\" title=\"Twitter\"><\/a><a class=\"abh_google\" href=\"https:\/\/plus.google.com\/+EliotBurdettPeakSalesRecruiting?rel=author\" rel=\"nofollow noopener\" target=\"_blank\" title=\"Google Plus\"><\/a><a class=\"abh_linkedin\" href=\"https:\/\/www.linkedin.com\/in\/eliotburdett\" rel=\"nofollow noopener\" target=\"_blank\" title=\"LinkedIn\"><\/a><\/div>\n<div class=\"abh_text\">\n<h3 class=\"fn name\"><a class=\"url\" href=\"https:\/\/www.peaksalesrecruiting.com\/author\/eliotburdett\/\">Eliot Burdett<\/a><\/h3>\n<div class=\"abh_job\"><span class=\"title\">CEO<\/span> at <span class=\"org\">Peak Sales Recruiting<\/span><\/div>\n<div class=\"description note abh_description\">Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). He was also Vice President of Sales for PointShot Wireless.<\/p>\n<p>Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.<\/p>\n<p>He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.<\/p><\/div>\n<\/div>\n<\/section>\n<section class=\"abh_posts_tab abh_tab\">\n<div class=\"abh_image\"><img decoding=\"async\" alt=\"\" class=\"avatar avatar-80 photo\" height=\"80\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1cfb2152f763e6118839d97c16339339s80ampdmmamprg.png?strip=all\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1cfb2152f763e6118839d97c16339339s160ampdmmamprg.png 2x\" width=\"80\"\/><\/div>\n<div class=\"abh_social\">\n<div style=\"clear: both; font-size:12px; font-weight:normal; width: 85px; margin: 0 0 2px auto; line-height: 20px;\">Connect:<\/div>\n<p><a class=\"abh_twitter\" href=\"https:\/\/twitter.com\/eliotburdett\" rel=\"nofollow noopener\" target=\"_blank\" title=\"Twitter\"><\/a><a class=\"abh_google\" href=\"https:\/\/plus.google.com\/+EliotBurdettPeakSalesRecruiting?rel=author\" rel=\"nofollow noopener\" target=\"_blank\" title=\"Google Plus\"><\/a><a class=\"abh_linkedin\" href=\"https:\/\/www.linkedin.com\/in\/eliotburdett\" rel=\"nofollow noopener\" target=\"_blank\" title=\"LinkedIn\"><\/a><\/div>\n<div class=\"abh_text\">\n<h4>Latest posts by Eliot Burdett <span class=\"abh_allposts\">(<a href=\"https:\/\/www.peaksalesrecruiting.com\/author\/eliotburdett\/\">see all<\/a>)<\/span><\/h4>\n<div class=\"abh_description note\">\n<ul>\n<li> <a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/books-about-sales-management-and-sales-leadership\/\">20 Of Our Favorite Books About Sales Management and Sales Leadership<\/a><span> &#8211; October 20, 2023<\/span> <\/li>\n<li> <a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/how-to-make-progress-on-your-sales-goal-without-a-sales-leader\/\">How To Make Progress On Your Sales Goal Without A Sales Leader<\/a><span> &#8211; September 15, 2021<\/span> <\/li>\n<li> <a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/how-cmos-can-retain-talent-during-the-great-resignation\/\">Augment Your Recruiting Strategy During \u201cThe Great Resignation\u201d<\/a><span> &#8211; July 26, 2021<\/span> <\/li>\n<\/ul>\n<\/div>\n<\/div>\n<\/section>\n<\/div><\/div>\n<p><span class=\"et_social_bottom_trigger\"><\/span> <\/p>\n","protected":false},"excerpt":{"rendered":"<p>Management consultants Mark Stein and Lilith Christiansen, studied the hiring practices and staff retention rates at Fortune 500 companies and authored the book,\u00a0Successful Onboarding,\u00a0in which some startling observations were made about hiring: Almost a third of employees employed in their current job for less than 6 months are already job searching Almost a third of<\/p>\n<div><a class=\"text-primary mt-2\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/how-is-your-sales-on-boarding-program-working-or-not-working\/\">&#8230;continue reading <span class=\"sr-only\">&#8220;How is Your Sales On-Boarding Program Working (or not working)?&#8221;<\/span><\/a><\/div>\n","protected":false},"author":10,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"limit_modified_date":"","last_modified_date":"","cybocfi_hide_featured_image":"","footnotes":""},"categories":[11],"tags":[],"class_list":["post-1333","post","type-post","status-publish","format-standard","hentry","category-onboarding"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/1333"}],"collection":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/comments?post=1333"}],"version-history":[{"count":0,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/1333\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/media?parent=1333"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/categories?post=1333"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/tags?post=1333"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}