How to Onboard a Salesperson Into a 12-Month Sales Cycle

Treat the first sixty days as recovery work and extend the milestones by about four weeks. Week one becomes reconstruction, [...]

Use proxy milestones that move before revenue does. Track new named relationships added in the territory, self-sourced qualified conversations, the [...]

Whether they can configure and quote your product unaided by week four. Give them a real inquiry from the past [...]

Structured onboarding should run ninety days, with managed proxy milestones continuing through month twelve. The ninety-day period covers the relationship [...]

Four things. Week one, complete a relationship inventory of every account in the territory with owners and last-contact dates. By [...]