The Santa Clause12/20/2022
Reasons Your Sales Outreach Isn’t Working01/18/2023
The Keys to Successful Sales Onboarding
Even veteran salespeople need ample time to learn your unique processes and systems. The key to them being equipped to translate their previous sales success into a new environment, even one in the same industry, largely rests on how well their new employer guides and supports their onboarding process.
Building a 90-Day Onboarding Plan
Sales Strategy and Methodology Comes First
Don’t assume once a new sales hire understands your target market and value proposition that they have all the tools they need to get the job done.
Rightful Positioning of Product Knowledge
I have seen many sales leaders focus deeply on product knowledge during the vital first days and weeks of onboarding.
They believe that deeper product knowledge is going to help their new sales rep be more effective and confident in their prospecting efforts.
It’s true that understanding your product more deeply will help sellers be more successful in the long run. The problem is product knowledge isn’t what’s going to help them the most in getting off the ground successfully.
The new salesperson needs to feel confident they have a team behind them to handle the details, a team capable of delivering a solid solution.
This approach also fits well with the attributes of a high-performance seller as they will be eager to start selling. An experienced salesperson will be effective at navigating a well-defined sales process very quickly.
Keeping the focus on selling early on also minimizes the risk of new hires getting deeper and deeper into what they think they need for product knowledge before they can begin selling.
Your objective is for the new salesperson to become quickly accountable for generating leads and navigating the sales process while leaning confidently on their solution resources to represent product-related subject matter expertise.
Keys Takeaways for Successful Sales Onboarding
I am part of a national group of Senior Sales Leaders who collaborate to share insights like the examples shown in this article. We formed because of our shared passion to help business leaders exponentially grow their revenue.