Youβre reading an excerpt of Founding Sales: The Early-Stage Go-To-Market Handbook, a book by Pete Kazanjy. The most in-depth, tactical handbook ever written for early-stage B2B sales, it distills early sales first principles and teaches the skills required, from being a founder selling to being an early salesperson and a sales leader. Purchase the book to support the author and the ad-free Holloway reading experience. You get instant digital access, commentary and future updates, and a high-quality PDF download.
One thing about onboarding is that it can feel like when youβre done with it, and a rep or class of reps is up and running and successful, youβre done with the learning and training. While onboarding is the most intensive period of learning and development, ignore ongoing investment in that at your peril. Not only can reps continue to get better with better coaching, itβs key for professional development, retention, and promotion. Further, itβs unlikely that your product and the market will remain static. As your product changes, and the market in which it operates changes, your reps will need to be updated and then tested on this new information, so they can be just as sharp as when they exited onboarding, however many months or years ago.