Starting a new role in B2B sales can be daunting – new targets, new products, and new company cultures to adapt to. But what makes the onboarding process smoother and more effective for salespeople?
We recently surveyed over 200 B2B sales professionals to find out what they believe would make the biggest difference when starting a new role. The results were insightful and provide clear guidance for companies looking to improve their onboarding process.
Top Three Factors That Make Onboarding More Effective
Here’s what B2B salespeople highlighted as the most important elements of a successful onboarding experience:
Clear 90-Day Goals – 53%
The majority of respondents (53%) said that having clear, structured 90-day goals would make the biggest difference when starting a new job.
Salespeople thrive on targets and measurable progress. When they understand exactly what’s expected of them within the first three months, it creates a sense of direction and purpose. Clear goals help new hires focus their energy and feel confident about what success looks like from day one.
Role-Specific Training – 31%
31% of sales professionals emphasised the importance of role-specific training during the onboarding process.
Generic company-wide inductions only go so far. Salespeople need targeted training on the products or services they’ll be selling, the customer base they’ll be working with, and the sales processes that will help them succeed. Investing in tailored training ensures they can hit the ground running.
Team Introduction & Mentorship – 16%
Interestingly, only 16% of respondents listed team introduction and mentorship as the most important onboarding factor – but that doesn’t mean it’s not valuable.
Feeling part of a team and having a go-to person for guidance can significantly reduce early-stage stress and improve retention. A structured buddy or mentoring system can help new hires feel supported as they navigate their new environment.
Why these insights matter
The data shows that successful onboarding is not just about information overload in the first week – it’s about structure, clarity, and support.
- Setting realistic but challenging goals early on helps salespeople build confidence and momentum.
- Providing relevant, hands-on training allows them to understand their role quickly and start adding value.
- Building team connections and assigning mentors creates a sense of belonging and encourages long-term commitment.
How Companies Can Apply These Findings
If you’re hiring for B2B sales roles, here’s how you can strengthen your onboarding process based on these insights:
- Set SMART goals for the first 30, 60, and 90 days to give new hires a clear path to success.
- Provide structured training that covers the product, customer base, and sales strategy.
- Establish a mentoring system where new hires can reach out for support and advice.
- Regularly check in to see how new hires are progressing — and adjust their goals and support where needed.
A strong onboarding process isn’t just about helping new hires settle in — it directly impacts their performance and retention. By focusing on clear goals, targeted training, and a strong support network, companies can empower their sales teams to succeed from day one.
If you’re looking to build a high-performing sales team, get in touch us today — we’d love to help you find the right talent.