Onboarding is one of the most important company activities, in fact, a recent study by BambooHR found that 31% of employees quit within the first month. A failed employee represents an incredible cost to an organization, including the expenses associated with hiring and the opportunity cost.
This can be magnified for a sales person because a failed employee can mean lost revenue opportunities. Having a well-thought out sales onboarding program is very important for your medium and long-term sales success. Here are a few steps that can help ensure a successful sales onboarding.
1. Planning and Preparation
The worst thing you can do for a new employee is not being prepared for the first day. Imagine them sitting at an empty desk with no computer and nothing to do.
Make sure that their initial few days are planned out, the HR paperwork is ready, they have an email address, systems are set-up for them, resources are ready to work with them, and they can feel productive from day one. We would recommend creating a schedule for them for their first week. Starting a new job can be a scary thing, so it’s important to make them feel welcome and appreciated from the start.
2. Setting Expectations
Expectations for the job should be part of the interview process. It is important to set expectations with your new sales person and the other people that are involved with the training as well. This will ensure that all of the stakeholders are on the same page about what is to be accomplished with the onboarding.
3. Involving the Team
The onboarding process should incorporate different resources. This is often necessary because the sales leader doesn’t have enough time to spend all their time with the new employee. It is also an excellent way for the new team member to meet other people within the organization and hear different perspectives on the company and solution.
4. Make Time for Individuals
Many companies have cohorts of new employees starting at the same time. It is important that the sales leader spends time with each individual employee. This initial training is often like drinking from the firehose, compound this with the individual being in a new organization. It is important for the sales leader to give the new hire one-on-one time so the sales leader can understand how the new hire is doing and address questions.
5. Practice, Practice, Practice
Sales is a fairly unique role as it requires interacting with people outside your organization. Many other jobs are working with people, process, and systems inside the organization. This outbound effort can be practiced in role playing or performing tasks based on planned real interactions.
6. Leverage Technology
The initial onboarding is a learning opportunity for the sales person. There is a high touch rate with team members through the process. The challenge is going forward when there is less human resource supporting the sales person. This is where technology can help with continuous training. Sales enablement solutions, like Lurniture can help provide this for you because it can tie in marketing, sales peer content, competitive information, CRM training, and much more.
Sales enablement can be an excellent tool to support onboarding and continuous training. To find out how Lurniture can help your sales team sign-up for our demo.