73 I f you want elite sales performance from your new hire, have an elite onboarding process. You breathed that sigh of relief after you re- ceived a signature from a new hire. Satisfying, right? Now, you must put as much effort into their onboarding as you did into the interview process because hiring elite performers is only part of the overall equation. You expect elite per- formance from them, but it is not guaranteed. Set Elite Expectations Setting expectations with a new hire becomes a self-fulfilling prophecy. You are excited about your new hire, or you would not be bringing them to your team. If you provide elite expectations to an elite performer, they can thrive with focus. If you set no expectations, anyone can flame out in frustration. CENTER FOR SALES STRATEGY BLOG Developing Elite Employees Starts with an Elite Onboarding Process by Craig Jones