A tiny change to your sales onboarding approach could pay huge dividends. Learn what that change is in this episode of the Sales Management Minute.
Let’s play a little game. Put your left hand on your head. Jump up and down three times. Put your right hand on your nose. Spin around two times. Count to eight.
How do you feel about your game performance? Do you feel like you are winning? Maybe you feel like you are losing. Truth be told, you have no clue how you are doing because I haven’t told you how to win.
This may be humorous, but there’s nothing funny about the frustration felt by new salespeople during onboarding. Oftentimes, when companies put their salespeople through onboarding, they don’t tell the newbies how they will be measured at the end of the program. So, these salespeople go through the motions rather than channeling their energy and focusing on winning the game.
On their very first day, share with the new salespeople what you expect them to KNOW at the end of the onboarding program…what you expect them to be able to DO at the end of it…and what you expect them to be able to USE post-onboarding.
KNOW refers to information like product knowledge, the competitive landscape and client case studies.
DO refers to action like conducting a sales call and delivering the corporate presentation.
USE refers to systems and tools like the CRM and back-office system.
When salespeople understand what is expected of them post-onboarding, they approach the onboarding curriculum with their eyes on the prize and winning the game of outcomes.
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.