Sales onboarding, the development program designed to get your new salespeople up to speed fast, should be high on your executive team’s priority list of corporate initiatives. Here are nine reasons why.
1. Investment protection
When companies hire salespeople, they are making a significant revenue investment. Onboarding not only protects the investment, but also helps to ensure a high rate of return.
2. Reduced ramp-up time
One of the biggest executive complaints about new salespeople is the amount of time it takes for them to produce meaningful revenue for the company. A structured onboarding experience reduces the production timeline, meaning that the dollars invested before seeing a return are also lessened.
3. Increased revenue performance
Executives also complain that their salespeople cannot sell the value of their products, which means they sell at less than desirable price points. Onboarding provides you with the opportunity to teach salespeople how to properly position products with buyers.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.