Lee Salz is a Featured Columnist for The Business Journals.
Sales onboarding, the development program designed to get your new salespeople up to speed fast, should be high on your executive team’s priority list of corporate initiatives. Here are nine reasons why.
1. Investment protection
When companies hire salespeople, they are making a significant revenue investment. Onboarding not only protects the investment, but also helps to ensure a high rate of return.
2. Reduced ramp-up time
One of the biggest executive complaints about new salespeople is the amount of time it takes for them to produce meaningful revenue for the company. A structured onboarding experience reduces the production timeline, meaning that the dollars invested before seeing a return are also lessened.
3. Increased revenue performance
Executives also complain that their salespeople cannot sell the value of their products, which means they sell at less than desirable price points. Onboarding provides you with the opportunity to teach salespeople how to properly position products with buyers.