Improving the Sales Onboarding Process for Sales Representatives
Niemi, Suvi Sofia (2024)
2024
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2024052214332
https://urn.fi/URN:NBN:fi:amk-2024052214332
Tiivistelmä
The objective of this thesis is to improve the sales onboarding process for sales representatives, including a plan describing the onboarding content and presenting the sales process. The case company is lacking a globally scalable sales onboarding process for new sales representatives, while it takes 6-9 months to ramp up a new sales representative. There is also inconsistency in the current sales process, and regional terminology is unclear.
The research approach chosen for this study is a development project as the objective is to improve an internal process at the case company. This study also uses qualitative research methods, namely (a) structured interviews, (b) analysis of internal documents and internal practices, and (c) participant observations recorded in detailed field notes. Data for this Thesis was collected in three rounds; the first round, collecting Data 1, was conducted for the current state analysis. In the next round, Data 2 was gathered to collect suggestions from the case company for developing the initial proposal. This data included a workshop with the selected relevant stakeholders. In the third round, Data 3 was collected when conducting validation, testing of the initial proposal. The theoretical framework of this thesis focused on the topics of building a structured onboarding process, clarifying a sales process and re-thinking the onboarding and sales documents.
The thesis created a proposal for an improved sales onboarding process, but no timeline was set for its full implementation, so its success will depend on the implementation of the proposal as well as the continued collaboration of the HR, Sales Enablement, Regional Sales Leaders, as well as Portfolio & Industry Marketing Teams. However, the proposal provided the case company with a structured approach to sales onboarding and sets a standard for setting its sales representatives up for success during the first 90 days at the company. Parts of the proposal like the sales onboarding plan, including updated sales documents and live training sessions during the first 30 days are already in the process of being implemented at the case company.
The research approach chosen for this study is a development project as the objective is to improve an internal process at the case company. This study also uses qualitative research methods, namely (a) structured interviews, (b) analysis of internal documents and internal practices, and (c) participant observations recorded in detailed field notes. Data for this Thesis was collected in three rounds; the first round, collecting Data 1, was conducted for the current state analysis. In the next round, Data 2 was gathered to collect suggestions from the case company for developing the initial proposal. This data included a workshop with the selected relevant stakeholders. In the third round, Data 3 was collected when conducting validation, testing of the initial proposal. The theoretical framework of this thesis focused on the topics of building a structured onboarding process, clarifying a sales process and re-thinking the onboarding and sales documents.
The thesis created a proposal for an improved sales onboarding process, but no timeline was set for its full implementation, so its success will depend on the implementation of the proposal as well as the continued collaboration of the HR, Sales Enablement, Regional Sales Leaders, as well as Portfolio & Industry Marketing Teams. However, the proposal provided the case company with a structured approach to sales onboarding and sets a standard for setting its sales representatives up for success during the first 90 days at the company. Parts of the proposal like the sales onboarding plan, including updated sales documents and live training sessions during the first 30 days are already in the process of being implemented at the case company.