To establish a solid foundation for your new hire sales person, a program is needed to help them succeed.These three words give you focus for your on-boarding program.
Congratulations! Everything went well during the interview process and the candidate accepted your offer. Uh oh! They’re going to show up on Monday! What is the plan to assimilate your new hire sales person into your organization so they are positioned to succeed. Remember, she comes to the table with the skills, but needs your help to apply those skills successfully in your world.
What you need is an onboarding program which I refer to as your Revenue Accelerator Program. When you design your program, start with the end in mind. At the end of the assimilation period, what do you expect this sales person to KNOW– DO– USE. Those are your 3 magic words… KNOW – DO – USE. Once you know what those are, you can develop the new hire training that provides the specific focus that they need to thrive. Don’t forget to put steps in place to test the new hire’s proficiency on do, use, and know.
See you next time on the Sales Management Minute.
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.