Sales Onboarding To Reduce Time to First Sale
Get your sales managers involved and excited about the content and onboarding journey you're building
Facilitate sales onboarding with continuous on-the-job training to accelerate ramp-up time
Test your new hires against set benchmarks to validate the effectiveness of your sales onboarding process
New hires are often left with one-off boot camps or training manuals without a plan for continuous on-the-job training
No formal structure is put in place to assess the sales readiness before sales reps are left to their own accords.
Managers aren’t actively involved in upskilling and ramping-up new hires
62% of companies consider themselves ineffective at onboarding new sales hires
On average, new sales hires spend 10 weeks in training and development and only become productive after 11.2 months.
49% of companies are currently investing money in updating their onboarding programs.
Frequently Asked Questions
A well thought program would include following steps:
Foundational training where the focus is on company, culture, customer, product, and Sales process training. Critical success factors include consistent tests of understanding using knowledge checks, quizzes. Best practices include starting the training on day 1, chunking training into smaller bites, having a mix of Instructor led training and always on learning. A foundational training can range between a week to 30 days.
Practice Training: This phase is where Sales Rep gets introduced to the field. They are practicing sales presentations and demos. They shadow senior sales reps to understand customer engagements.Video role plays, and coaching are critical here. A best practice is regular knowledge checks to ensure foundational training is not forgotten. The practice training can last upto 30 days.
Finale of Onboarding: Live sales calls with reverse shadowing. Senior sales reps and managers join the sales call/ demos and give constructive feedback. Tracking Prospecting process , funnel buildup , continuous reinforcement trainings and final assessment checks are critical at this stage to ensure that salesrep can achieve the 1st sale. Sales leaders having continuous visibility to the salesrep’s knowledge & sales activity performance is a key success factor at this stage. The finale can last for 30 days.
In comparison to an initial sales bootcamp where the sales reps get trained extensively after which the sales team is asked to start their sales process, on the job sales training is methodology of incorporating sales onboarding , training and coaching in their flow of work as a sales rep from day 1 until day of 1st sale by the new sales rep. The benefits include enhanced sales readiness, improved sales metrics and retention.