Evaluation of Field Sales Orientation at Company XYZ

Abstract

To understand the gaps and challenges with field sales employees’ orientation at Company XYZ, a study was conducted with divisional executive administrators and newly hired field sales employees. The results were summarized, analyzed, and compared to literature regarding topics involved in new hire orientation: best practices of new hire orientation, adult learning theory, utilizing e-learning, and lessons from engaging with employees through COVID-19. Three recommendations were reached based on the data collected during this research to improve the new hire orientation process for field sales employees at Company XYZ. The recommendations include formalizing the structure and process of involvement across all divisions, utilizing an e-learning flipped classroom model, and continuing research and define better communication and direction for the information systems team to streamline technical set-up.