Sales Leaders: Fix Your Onboarding or Keep Missing Targets

Most companies struggle with onboarding. In fact, over 60% of companies admit their sales onboarding is ineffective.

And when onboarding is broken, your entire revenue engine suffers.

Getting new hires up to speed quickly and effectively isn’t a nice-to-have—it’s a non-negotiable if you want to hit your targets and scale your team’s success.

Yes, your top performers will always carry a big chunk of the revenue load. But if your team’s success depends on a few rockstars, you’re already losing.

According to Ebsta’s 2024 B2B Sales Benchmarks report, only 17% of reps generate 81% of revenue. That’s not a winning formula—it’s a ticking time bomb.

The solution? A better onboarding process.

Onboarding isn’t a box to check—it’s the foundation for scaling success and replicating top performers. Here’s how to get it right.

5 Quick Wins to Fix Sales Onboarding

1. Clearly Define and Document the Onboarding Journey

If your process isn’t mapped out, it’s not a process—it’s chaos.

Lay out every step, set clear timelines, and build trackable milestones where new hires must prove competency before moving forward.

If you’re not testing progress, you’re just hoping for the best—and hope is not a strategy.

2. Focus on the “Why”

New hires need to feel the pain your prospects experience.

Selling a tool that makes cold calling easier? Make them manually find contacts, dial numbers, and track follow-ups by hand.

When they experience the pain firsthand, they’ll sell the solution with conviction.

3. Teach the Entire Sales Process, Not Just Steps

“I did the demo, and I think it went well. What do I do next?”

Sound familiar? That’s the sign of a rep who wasn’t trained on the full process.

A demo isn’t a finish line—it’s a stepping stone. Make sure your reps know exactly what to drive for next and how to keep deals moving forward.

4. Be Prescriptive—At First

“Let reps find their own way” is great advice—once they’ve earned it.

In the beginning, be rigid. Give them a proven structure to follow before they start tweaking their approach.

Micromanaging? Maybe. But if they’re missing key milestones early, make the tough call now—before real deals are on the line.

5. Use the Buddy System

Your top reps are your best blueprint for success—so use them.

Structured shadowing, mock calls, and real-world coaching help new hires see what “good” looks like in action.

Your best reps should stay focused on closing deals, but an investment in structured mentorship pays dividends in faster ramp time.

Onboarding Isn’t Just About Ramping—It’s About Building a Winning Team

If your success depends on a few elite reps carrying the load, you’re playing a dangerous game.

A strong onboarding process ensures consistent performance across the team—so you’re not betting your number on a handful of rockstars.

Fix your onboarding. Scale your success. And stop missing your targets.