When you use the sales hiring process you are reducing the risk that you will make a bad decision and hire the wrong person.  A strong sales onboarding program will help you catch it early if you have made a mistake and hired someone who will not measure up.  This allows you to know early on that you should not waste your time and resources on the training.

 

1. Quick decisions

Being able to determine early on that you have made a hiring mistake is important.  You will recognize the mistake in the early stages of sales onboarding and you will be able to move on before you waste too much time and too many resources on training someone who is not going to work out.

If there are minor issues you still may be able to pivot. So, make an adjustment to the sales onboarding that will help get the new rep to the end goal.

 

2. Reduce turnover

Everyone knows that educated reps are able to sell more. The sales onboarding process ensures that a new rep spends time becoming educated about the company so that they are well prepared and know exactly what they are supposed to do.

There is also less turnover when internal communications and relationships are better.  New reps who have been through a proper sales onboarding program also have better communication with customers and are more comfortable out in the field.

 

3. Higher revenue

With a proper sales onboarding program, your new reps come out ready to sell in 90 days.  They are confident in their knowledge of the product and of the company. As a result, when you have sales reps who are confident and prepared, they generate higher revenue.
 

4. Higher profit

When your new reps are educated and ready to start selling you will see higher profit in a shorter amount of time.  They will come out of the sales onboarding program with confidence in their ability to get the job done.

Having gone through the onboarding program they will also know that you are there to support them and give them the tools that they need in order to be successful. Trust in you, and them, is key here.

 

5. Shorter ramp-up

Onboarding properly should equate to a shorter ramp-up time.  When a sales rep comes out of a good sales onboarding program they will be ready to start selling and will be moving toward revenue and profit earlier in the game.
 

 

6. Happier customers

When you send people into the field who know what they are doing, customers are much happier.  Happier customers means more business; word of mouth can work wonders.  Having sales reps who are confident in their own abilities will also free up your time for other things as they will not be relying on you as much.

 

7. Recruiting tool

A good sales onboarding program can also work as a great recruiting tool.  Again, word of mouth comes into play.  If you have a new sales rep who is really impressed with how they are treated at your company they will tell other people in the field who may also be looking to work for a great company that offers this kind of support.

Positive feedback from reps about the onboarding program that they receive could mean that others are wanting to come to the company so that they can receive the same support and development in their careers.
 

 

8. Alignment

An effective sales onboarding program creates alignment throughout the company.  There is immediate alignment between sales and marketing as the new reps are taught how to convey the company’s message and how to manage leads.

The new reps are provided with the content that will encourage sales enablement and you can see alignment up front.
 

 

9. Longer tenure

It goes without saying that if someone is happy in their job and they are making money, they are more likely to stay with that company for a longer period of time.  When you get a new rep who is able to experience success early they will see the career path that you helped to create for them by putting them through your onboarding program.
 

 

10. Reduce silos

Audra Bianca says that, “[A] silo mentality can occur when a team or department shares common tasks but derives their power and status from their group. They are less likely to share resources or ideas with other groups or welcome suggestions as to how they might improve. Collaboration in a business culture with silos among teams or departments will be limited, unless collaboration benefits the members of the department. In addition, the members of a silo tend to think alike. They get their power from association with their function and their shared technical knowledge.”

A good sales onboarding program will encourage teamwork and create a sales culture in which all members of the team work together.  With everyone participating you will see a greater alignment between marketing and sales which creates a win/win situation.

Though it takes time and resources to create a sales onboarding program, the benefits of such a program are immense for the company and everyone in it.

 

Keep Filling The Funnel

We would love to hear from you. Let us know what you think about this episode. Please feel free to reach out to us if there is a specific sales topic you would like me to cover.  You can find me on Twitter at @Sheajohnr or email me at jshea@alignment-group.com.  And if you get a chance, please feel free to review us on iTunes.

 

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