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Is Your Sales Person Onboarding Program Causing Underperformance?

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Views: 11840

How you handle the onboarding of your new hire sales people can be the determining factor between success and failure. Listen to this episode of the Sales Management Minute to see if you are making this sales person onboarding mistake.

Oftentimes, when I speak to business executives and sales leaders, they talk about their salesperson onboarding program in the singular form. “Every sales person we hire goes through the exact same program.” And, their proud of this program!

Yet, when I ask a few more questions, it turns out that they hire salespeople with different backgrounds. They hire from within the industry, from outside the industry and sometimes transfer people from other departments over to the sales team. While we know the finish line for a salesperson onboarding program is role proficiency, the starting line is different based on the backgrounds of the salespeople you hire.

While the salesperson hired from within the industry doesn’t necessarily need the basics of your space in their onboarding program, the salesperson hired from outside the industry does.

And, the salesperson transferred to the sales team probably needs more emphasis on the selling side of the business.

Even if you only hire one role on your sales team, let’s say account executives, and the only difference is territory, you need to have three onboarding programs to account for the different backgrounds and get them up to speed quickly and effectively.

And don’t forget to test proficiency at the end of the program to make sure your new hires have mastered everything that you expected them to.

Not happy with the performance of your sales team, it’s time to dig into your onboarding program to see if it’s missing the mark.

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.