How you onboard your new sales people could be the difference between disaster and bliss. Learn the 3 words that will help you develop your sales onboarding program in this episode of The Sales Management Minute.
Some business executives think when the salesperson accepts the offer that the work is done. Oh, if only that formula worked, life would be grand. Actually it’s the beginning of the work for both the company and the new salesperson.
Salespeople arrive with the skills, but your onboarding program should be designed to help them leverage those skills in the sales role for your company. There are three words that guide you in the development of your onboarding program. KNOW– DO – USE.
When I say KNOW, I mean information like product knowledge.
An example of DO is deliver a sales call or the corporate presentation.
And, USE would be your company CRM.
Based on the KNOW – DO – USE approach, develop a list of everything that your new salespeople need to master to be successful in selling for the company. In essence, what do they need to KNOW, DO and USE?
Once you have created your list, ask yourself – when does the new sales person need to be proficient in each of these items? After all, they don’t need to master everything in day one or even week one. Use the this methodology to ensure your new-hire salespeople get up to speed…fast!
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
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.