Companies don’t hire salespeople. They make a corporate investment in revenue. Learn the three words that ensures the investment yields a high return.
Congratulations! Everything went well during the interview process and the candidate accepted your offer. Uh oh! Jackie is going to show up for work on Monday! Are you ready for her arrival?
Many executives give a resounding “Yes!” to answer that question. Why? They believe they’ve just hired great salespeople, but they didn’t. They’ve hired salespeople with the potential to be great. Jackie is going to arrive with a portfolio of skills, but an onboarding program is needed to help her quickly and effectively use those skills in the sales role for the company.
How do you create an effective salesperson onboarding program? Many would jump right in and start creating content. While you can certainly do that, two questions come to mind.
1. How will you know when you are done since you can add content until the cows come home?
2. How will you know if the program is truly designed to help your new salespeople succeed…fast?
RRather than launch the onboarding development initiative by creating content, start at the finish line. Imagine your newly-hired salesperson has successfully completed the onboarding program. Since that individual is described as having successfully completed the program, there are now expectations of her. What are those expectations? What is it that she is expected to KNOW, be able to DO and be able to USE on behalf of the company. KNOW – DO – USE™ are the three words that will ultimately shape the onboarding program development process.
KNOW refers to information like product knowledge and the competitive landscape.
DO refers to action like conducting a sales call and delivering a corporate capabilities presentation.
USE refers to systems or tools like a CRM, web conferencing software and ordering system.
Once you identify the expectations using the KNOW – DO – USE™ methodology, then create the content that ensures every oneR of those expectations will be met by your new salespeople.
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.