Onboarding is Not Just About Procedures – Why Every Company Should Take It Seriously?

In my previous article, I discussed the importance of a well-structured onboarding process for new employees. After publishing, I received some insightful comments that encouraged me to expand on this topic.

One reader shared their experience:

“In the positions I have held so far, I was expected to familiarize myself with the procedures and get used to the company’s system. The rest was self-directed work, and it was assumed that I knew how to handle my responsibilities.”

Another comment raised an interesting point about structured processes in onboarding:

“Good onboarding requires well-defined processes. While process thinking seems obvious in production, I wonder how it applies to sales and, even more so, to marketing.”

Both comments highlight important issues worth discussing in more detail.

Onboarding is More Than Just Procedures

In many companies, new employees receive a basic introduction: access to systems, company policies, and a list of procedures to review. And that’s it. They are expected to figure out the rest on their own.

Does this approach work? For some, yes—especially for experienced professionals taking on roles similar to their past jobs. But what about those who:

• Are transitioning from another industry?
• Join a company with a completely different organizational culture and way of working?
• Are at the beginning of their careers and still learning the profession?

Without a well-organized onboarding process, employees often feel lost and demotivated. Even if they have the necessary technical skills, they might not fully understand how the company operates, what is expected of them, and what the internal standards are.

The Consequences? Losses for Both the Company and the Employee

• Employees feel insecure, make mistakes, and waste time trying to figure out what they should do.
• Managers and colleagues lose productivity as they repeatedly answer the same questions.
• The company risks high turnover—because new employees don’t feel comfortable and don’t see a future within the organization.

This is not an isolated issue—research shows that 20% of employees leave within the first 45 days if they feel inadequately onboarded.

Onboarding in Sales and Marketing – Can Processes Be Defined?

The second comment raised another important question: Should onboarding in sales and marketing also follow structured processes?

The answer is simple: Yes!

Although sales and marketing might seem less structured than production, they actually consist of many repeatable processes that can be documented, standardized, and optimized.

What Does Sales Onboarding Look Like?

A new salesperson cannot simply “sit down and start selling.” They need clear guidance on:
✅ The company’s products or services – what is being offered, key features, and competitive advantages.
✅ The sales process – customer journey, lead qualification, and sales funnel stages.
✅ Pricing strategy – discount policies, sales conditions, and negotiable aspects.
✅ Customer relationship management – communication standards, handling objections, and building long-term relationships.
✅ Tools used – CRM systems, sales automation platforms, and reporting methods.

Without this knowledge, a new salesperson is left to rely on intuition and trial and error. This wastes time and reduces their efficiency.

And What About Marketing Onboarding?

Marketing is also process-driven. A new marketing team member needs to understand:
✅ The company’s target audience – who the ideal customer is, their needs, and effective messaging strategies.
✅ Marketing strategy – communication channels, content guidelines, and brand tone.
✅ Campaign workflows – from planning to execution and performance analysis.
✅ Tools used – Google Ads, social media platforms, marketing automation software, SEO, and analytics.

Without this structured onboarding, marketing efforts can become chaotic, and new employees struggle to understand their role and expectations.

How to Implement an Effective Onboarding Process for Sales and Marketing?

The best solution is a digital onboarding program that provides structured information in a systematic format. How does it work?

1️⃣ Training materials in video, e-book, and presentation formats – ensuring that all new employees receive consistent, well-organized information.
2️⃣ Standardized procedures and sales scripts – so salespeople don’t have to invent customer communication from scratch.
3️⃣ Knowledge tests and quizzes – to verify that employees have absorbed key information.
4️⃣ On-demand access to materials – onboarding isn’t a one-time event. Employees can revisit training materials whenever they need.
5️⃣ Management dashboard – allowing team leaders to track who has completed training and assess their progress.

This approach ensures consistency across the company – regardless of who joins the team, everyone undergoes the same process and gains the same level of knowledge.

Conclusion – Onboarding is Not an Option, It’s a Necessity

✔ Onboarding is not just a formality – it is essential for ensuring new employees become productive quickly.

✔ Providing only procedural guidelines is not enough – companies must clearly define how they operate in practice.

✔ Sales and marketing teams also need structured processes – the more clearly these are outlined, the faster employees can deliver results.

✔ Digital onboarding and training programs save time and ensure consistent knowledge transfer.

Does your company still rely on the “watch and learn” method for onboarding? Maybe it’s time for a change.

Would you like to implement effective onboarding and training for your team? Check out our offer:

👉 Online training courses: www.rolbatch.eu/pl/collections/online-courses
👉 Customized training for your company: www.rolbatch.eu/pl/pages/kursy-online-na-indywidualne-zamowienie-recykling-tworzyw-sztucznych

Investing in onboarding means investing in your company’s success.