Countless books, blogs and articles have been written on the subject of hiring salespeople. Most experts say, “When it comes to hiring salespeople, hire those with a great attitude and are a cultural fit with the organization. Don’t worry about candidate sales knowledge and skills because those can be taught.”
I’m wholeheartedly in the camp with those experts. However, there is a missing piece of the sales success puzzle, in most companies, that dooms this hiring strategy. This missing piece is sales onboarding— the program during which the salesperson acquires knowledge and skills for the role.
On one side of the equation is the potential you see in the sales candidate. On the other side is proficiency in the role. Sales onboarding serves as the bridge between potential success and role mastery.
When it comes to building a sales onboarding experience, there are four phases in the development process.
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.