Learn the key takeways from the 2012 Salesperson Onboarding Survey report in this episode of the Sales Management Minute.
Three fellow onboarding experts and I teamed to analyze salesperson onboarding trends and performance. The survey results, of over 500 sales leaders and executives, revealed several key takeaways.
• It takes new salespeople from eight months to over a year to perform at the same level as their tenured colleagues. Yet, most employers devote less than two months to the onboarding of their new sellers.
• Fewer than one out of five executives surveyed reported being satisfied with the amount of time it takes for their newly-hired salespeople to get up to speed.
• Salespeople, who work for employers most satisfied with their onboarding processes, got up to speed 34% faster – i.e., four months earlier – than those working for companies who reported were less satisfied with their onboarding processes.
• Executives, reporting the greatest satisfaction – and greatest success – with their onboarding programs, have longer onboarding periods that are highly structured and comprehensive.
Top performing companies don’t perceive adding headcount as hiring, but rather as a corporate investment in revenue. Onboarding is the key to ensuring a fast, high return on that investment.
Be sure to download your FREE copy of the 2012 Salesperson Onboarding Survey Report.
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.