One of the major causes of underperforming sales people is the on-boarding experience. Listen to this episode of the Sales Management Minute to learn how to develop your sales person on-boarding program to ensure success.
After an exhaustive search for the right salesperson to add to your sales team, you’ve found one! What is your plan to help your new-hire assimilate into the sales role on your team?
After all, she comes to the table with the skills, but you need to help her apply them in your environment. This not a sales management luxury, but rather a requirement for your salespeople to succeed on your team.
That said, sales managers often take one of two flawed onboarding approaches…
“You’re a great sales person…here’s the phone book, go sell!”
Or, the fire hose treatment… “Here’s a week of training. Now go sell the value.”
Both of these approaches cause salespeople to underperform or fail altogether.
Before you hire your next salesperson, develop your Revenue Accelerator Program - the salesperson onboarding program that helps your new salespeople assimilate into the role.
Start by making a list of everything the new hire needs to KNOW, DO and USE to be successful selling for your company. Then, determine how proficiency will be developed. Plot the items on a timeline and you are ready to onboard your new-hire.
Imagine if you had done this for all of your salespeople. Where would your revenue be today if you had?
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.