Companies either hand their new sales person the phone book or give them the fire hose treatment as their onboarding plan. Neither of these plans work. Listen to this episode to learn the secret to success when onboarding salespeople.
Most companies treat their new sales people one of two ways… Some hand their new salesperson the phone book, give a kiss, and tell hiim to go sell something to someone.
Others give the new-hire the fire hose treatment. They drown the salesperson in a week of training and send them on their way to sell the value of their products.
As you can probably tell, both of those approaches are flawed. First, even though you may have hired a highly skilled salesperson, you have to help him apply those skills in your environment. Sure…he may eventually figure it out on his own, but time is money and you can’t afford to waste that time.
Looking at the fire hose approach, there is only so much that someone will absorb in a short period of time. Throwing a ton of stuff at him doesn’t provide the tools they need. The secret is to develop a structured onboarding plan that addresses what the salesperson needs to master, when they need to master it, and how you will measure their mastery. Developing, what I call your Revenue Accelerator Program, ensures your salesperson has a solid foundation to succeed with your company for the long term.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.