The definition of onboarding is: the action or process of integrating a new employee into an organization or familiarizing a new customer or client with one's products or services.

If you have worked in any job, you have probably had some introduction to the company philosophy, company owners, the products and services, and how you will do your job.

In corporate sales, every sales rep is sent to the company’s vendor for sales training, regardless of the salesperson’s past experience listed on his or her resume. Here’s a shocker for my listeners: sales onboarding has very little to do with a company’s products or services. Sales onboarding usually introduces account executives to the company’s sales system. Then, after sales onboarding, introduction to the company’s products or services follows.

Unfortunately, independent white-collar business owners have no sales onboarding in opening their law practices, dental practices, CPA practices, plastic surgery centers, real estate business or insurance agencies.