Without the right training, your sales team will not set up qualified appointments

How to Record Focus Group Discussions

You’ve taken the time and effort to recruit and hire three promising sales reps who you expect will deliver and drive your sales through the roof. However, in order to do this they will need the knowledge, skills and resources to ramp up quickly and successfully. This is why a consistent and structured onboarding process is critical.

But what is onboarding?

It is a comprehensive process of helping new employees understand company objectives, get acquainted with its culture, and gain the skills necessary to reach their full potential. Done well, it provides the training and resources to assimilate into their role and deliver results. Open lines of communication and performance feedback both have a part to play in bolstering employee loyalty and productivity.

When you’re onboarding your sales team, you might be tempted to put a process in place to get them up-to-speed as soon as possible. However, it is commonly acknowledged that new sales reps take anywhere between 6 and 9 months to actively start producing results. Providing them with a solid foundation over the first few months may yield a higher rate of return in the long term rather than cramming them with information over the first week or so.

Here we take you through 6 aspects of sales onboarding that must be included in your sales training and enablement program.

The Practicalities

Every employee wants to feel positive about their role when they join. To give them a headstart, you can send them useful links, videos, and documents about the company, its history and milestones even before they begin, so they have time to prepare, get a good overview, and feel equipped to progress. You can also take them through benefits, perks and give them a feel of the team culture to encourage and motivate them. Confirming details of compensation, bonus, logistics of work (company car, work from home, office), vacation time and paid time off, schedule etc. can help the employee feel assured and relaxed in knowing that these things are taken care of. If you decide to hire a remote sales team, bonuses, work logistics and commissions will not need to be considered