How can rainmakers fail in a company? Well, it happens every day. Listen to this episode of the Sales Management Minute to learn how to help your new hire sales people succeed…fast.
If I had a nickel for every time an executive said to me. “Great news! We just hired our rainmaker! He’s going to be fantastic!” Then, about 3 months later the same executive sings a different tune, “Oh man, he’s gone… he was terrible! He couldn’t sell anything!” Apparently, there is a metamorphosis that takes place that many new-hire salespeople go through where they go from superstar to bumbling fool.
Well, I’m not buying that and neither should you. Assuming you’ve profiled your ideal salesperson so you can make informed hiring decisions, the real issue here is that the company hasn’t developed an onboarding program for their new salespeople. After all, the salesperson arrives with the skills. Your onboarding program should be designed to help your new-hire salespeople quickly and effectively leverage those skills in your sales role.
There are three words that will help you create focus for your onboarding program… KNOW – DO – USE.
KNOW refers to information like product knowledge.
DO is making a sales call on a CFO or delivering the corporate presentation.
An example of USE is your company CRM.
Identify what your salespeople need to KNOW – DO – USE. Develop a timeline for when proficiency should be developed for each item – since not everything needs to be mastered in week one.
Hey! You’ve got a big number to hit…create your sales onboarding program to get your new hires 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.