Sales Onboarding: Translating Competencies Into Learning Outcomes

While more than 70% of sales organizations have some type of formal onboarding program in place, many fall short of rep productivity expectations. This failure often stems from not mapping learning opportunities to role-based competencies — the skills, knowledge, and process expertise needed to execute. Revenue enablement leaders need to define the required competencies for relevant sales roles and translate these competencies into the actionable learning outcomes that are the desired end state of learning opportunities. In this report, we describe how to translate sales competencies into learning outcomes in order to guide the creation and refinement of sales onboarding programs.