AA-ISP Webinar Series: Want a Better Sales Onboarding Program? Start with Great Coaching

Author: Tony Caruso, Director of Sales Enablement, Qstream
Posted: March 23rd, 2017

Back To Knowledge Center


We’ve all heard the phrase, “You only have one chance to make a first impression.” This is especially true when it comes to onboarding your new sales hires. Not only are your new reps getting their first glimpse of your company culture and performance expectations, they’re also experiencing their first, and perhaps most important, coaching session.

The links between effective new-hire onboarding, ongoing coaching and mentoring, and long-term sales performance are well documented, yet few companies are prepared to capitalize on these connections to create and sustain a high-performing team.

In this interactive session, Tony Caruso, Director of Sales Enablement with Qstream and a 20+ year sales veteran himself, will discuss the benefits of viewing your sales onboarding strategy through a coaching lens, and provide practical tips for:

- Architecting an onboarding program that engages sales managers and other key players from Day One
- Assessing the baseline capabilities of your reps before onboarding begins, and the role of sales competencies
- Going beyond knowledge and skills to address motivation and mindset
- New, data-driven approaches to measure the effectiveness of your program and enable good coaching practices over the long-term

Tony brings more than 20 years of field sales, training and enablement, and operations experience to his current role as Director of Sales Enablement with Qstream. Over the course of his career, Tony has been responsible for building and executing foundational sales development programs ranging from sales onboarding and certification, to curriculum development, to sales coaching – within both start-ups and global F100 organizations. Prior to Qstream, Tony held similar roles supporting sales readiness and training efforts with Brainshark, Progress Software, Juniper Networks and Microsoft.

Feel free to contact us with any questions at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.


Leadership, Coaching


Competency, Motivation, Communication, Coaching, Talent, Productivity, Development, Leadership, Metrics, Performance, Hiring, Recruiting, Vision, Mission, Demonstrations, Guidance, Best Practices, Benchmarks, Role playing, Examples