It is not an easy task to onboard an employee remotely. You hire someone to hit the ground running, and the lack of face-to-face connection right at the onset is a huge challenge for both the organization as well as the employee.

Gallup found that 88% of the organizations don't onboard well. And it becomes more tough to onboard an Account Executive (AE).

An Account Executive is a salesperson. Specifically in SaaS, an AE usually works with a Sales Development Representative (SDR) who develops initial interest with prospects and sets up the first sales meeting. Then the AE takes up the discovery call, demos the product, and closes the deal.

For most companies, an Account Executive is among the first few touch points for a prospect with the brand. With every interaction, the prospects are either taking a step further to become your customer, or moving away.

So, you need to make sure that your Account Executive is knowledgeable about your product, is able to handle objections, and is good at building rapport with the prospect, and more. Yes, it takes some ramp-up time before your new reps get up to speed on how things work in your organization. But before you get into the ramp-up, you need to have a robust remote onboarding process especially given the current remote work environment.