On-boarding is one of the most critical parts of building a sales team, but it is often neglected.
Imagine that you have an open territory, so you spend a lot of time and money to hire a salesperson. Now even when you hire this new person, you may be relieved, but you’ll still have a brand new person sitting at a desk who doesn’t know what to do. You’ll have to ask some sort of manager to help them get to know the business.
What if, even after all that, they’re still not ready? You’ll have to call a salesperson over and ask them to spend the next week with your new hire.
At this point, do we wonder why this person may not make it or take a long time to ramp up? Before you spend all the money and time to hire someone just to watch them fail, create an on-boarding program for them.
The program should include, among other things, KPIs (and how they'll be measured), your expectations for their first month, and your sales process flow-charted out.
That is only a portion of the on-boarding process, but building a successful sales team for your company is hard enough as is without having a plan in place for new hires.
Interested in learning how to build a successful sales team? Click here to learn about our upcoming event, People, Process, and Profits: Creating the Ultimate Sales Machine.
You might also be interested in:
