African Regional Host, Dave Nel, sat with Alan Versteeg, CRO at Growth Matters, to take a broad, 360 degree view of onboarding.

One of the key messages right out of the gate in this conversation is that onboarding often doesn't work because we don't define the role properly (not the job description), but the key responsibilities like these for a seller:

• Build the right relationships
• Have relevant conversations
• Create value
• Align outcomes

To deliver on these responsibilities, break down in each of these categories what disciplines they need to have:

• Mindset
• Toolset
• Skillset
• Help set

If this sound interesting to you, give a listen and remain curious.

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