Which of the following should be the primary focus of your sales onboarding program?

The primary focus of sales onboarding should be the sales process and playbook because these provide the structure, steps, and tools that salespeople need to generate revenue. Understanding the process ensures reps know the rep-focused actions and buyer-focused outcomes expected at each stage. It enables consistent execution, improves forecasting, and provides a foundation for coaching. While product knowledge and company culture are important, the playbook directly drives performance and adoption.