How orientation training socializes newcomers: The mediating role of learning in reducing turnover and boosting performance among new salespersons

Abstract

AbstractOrientation training plays a crucial role in the process of newcomer socialization by equipping employees with the knowledge, abilities, and skills necessary for success in a new work setting. However, relatively few studies have investigated orientation training from a socialization perspective and addressed its underlying mechanisms. To address this issue, we developed a model to elucidate the socialization process of newly hired salespersons undergoing skill‐based orientation training. The model includes training reactions, two learning outcomes (learning engagement and skill acquisition), as well as two distal socialization outcomes (retention status and annual sales performance). Using a one‐year multiperiod design, we conducted a multilevel analysis on data of 1184 new salesperson records nested in 37 off‐site classes, which was obtained from a US pharmaceutical company operating in China. The results revealed that newcomers' reactions to orientation training were positively associated with their learning engagement and skill acquisition, which in turn resulted in a higher newcomer retention ratio. Furthermore, skill acquisition was found to be a significant mediator between training reactions and newcomers' annual sales performance. By combining self‐report, trainer‐report and objective indicators, this study provides a new and compelling evidence on how orientation training accelerates newcomer socialization success.