On Boarding:
So many companies make the mistake believing that sales recruitment ends the moment a new sales rep commits to coming on board. The process of “On-boarding” is critical and, when done right, protects your hiring investment by getting your new sales talent performing at his/her best.
90% of employees make their decision to stay with a company within their 1st year. Companies need to leverage onboarding as a way to drive key business objectives such as growth, engagement, and retention.
Common Challenges
· “No” plan or process
· Logistical issues
· No Orientation
· No process checkpoints
· No Follow-up
✔ Implement the basics prior to the first day on the job. (83 % of Best in Class companies start onboarding prior to day 1 by welcoming new hires warmly and tackling administrative matters in advance)
✔ Make the first day of the job special.
✔ Develop a written onboarding plan.
Key areas:
· Company & Product- Service Knowledge,
· Knowledge of the Sales Role: Activities – Process – Resources
· Customer – Buyer Knowledge
· Tools and Systems related knowledge and capability
✔ Make onboarding participatory.
✔ Be sure your program is consistently implemented.
✔ Ensure that the program is monitored over time.
✔ Use technology to facilitate the process.
✔ Use milestones, such as 30, 60, 90 and 120 days on the job—and up to one-year post-organizational entry—to check in on employee progress.
✔ Engage stakeholders in planning.
✔ Include key stakeholder meetings as part of the program.
✔ Be crystal clear with new employees in terms of:
• Objectives. • Timelines. • Roles. • Responsibilities
As businesses begin to grow their sales teams, there are a number of key steps they can take to help accelerate ramp-up times and reduce turnover. These include making sure their companies are sales ready, hiring sales people who fit their success profile, developing a comprehensive training program, providing ongoing sales coaching, assigning well-matched mentors, and measuring and monitoring sales activity levels. By creating this framework, business owners can confidently scale their sales organizations and more rapidly realize a return on their investment.
