Contributors

A firm's onboarding process acts as a foundation in new hires’ perception of the company and sets the stage for their future at the organization. Companies devote hours of time and millions of dollars each year to onboarding new employees and in trying to find the best way to induct new employees into the organization.  Our research examines different types of onboarding programs and determines which type best impacts the success of the salesperson.

Salespeople’s roles are far from failure-proof. In fact, approximately 50% of salespeople fail to reach their annual sales targets.

Sales professionals make judgments of their customers' preferences and tastes throughout the selling process – at times without being conscious they are doing so. These judgments enable effective selling.