Are your new sales hires hitting their targets quickly, or are they struggling to find their footing in those critical first 90 days?
Your most impacting sales leadership moments with a new salesperson happen before they make their first call. The foundation you create during their first three months of onboarding determines how quickly your investment will pay off.
Most leaders make a critical mistake: overwhelming new sales hires with product details instead of focusing on who they’re selling to and why. Even industry veterans can’t translate previous success without understanding your unique selling environment.
In my recently updated article, “The Keys to Successful Sales Onboarding”, I outline what truly matters when it comes to setting the right pace to get your new salesperson of to a fast start. Some key points are:
- Structured weekly plans with clear milestones
- Deep understanding of customer pain points
- Clear sales methodology and pipeline process
- Just enough product knowledge to have meaningful conversations
New reps don’t need to know everything about your product—they need confidence in having expert backup. By focusing on selling fundamentals first and providing solution engineer support for technical questions, you keep them focused where it counts: in front of prospects.
Remember: your new hire is evaluating you just as much as you’re evaluating them. The culture and opportunity you promised during interviews must be delivered.
When salespeople quickly grasp your go-to-market strategy, they more readily understand their crucial role in driving revenue generation.
Need help building your sales onboarding process? Contact me to establish a foundation that pays off ten-fold. You may reach me at (404) 271-6767 or [email protected], or book a call through my Scheduling Tool.
Dan Mahony
President
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.
