Sales Onboarding: Setting Up For Success

Once you’ve employed a new salesperson, what do you need to get them up to scratch in their role and set up for success?

For the benefit of your organisation it’s essential to get them up and running quickly and efficiently and learning the ropes so they can start producing for your company.

For many companies, getting a new starter trained up can take months, but it makes business sense to get salespeople up to pace more quickly and delivering for the business. With easy access to automation tools and other technology there’s no reason ramp-up shouldn’t be quicker. Here are some tips to get results ASAP:

1. CREATE AN ONBOARDING SCHEDULE

You know you’ve got the right person for the role, so now is the time to set expectations and give them your two-week onboarding schedule. The first fortnight of their employment should be spent working to the schedule – which can include:

  • Product knowledge

  • Buyer personas

  • Competitor briefs

  • Tools training

  • Role playing (lots of it)

Every new salesperson should be put through the same process, regardless of how experienced or senior they are. 

Sales managers should be actively involved in training new salespeople so they can assess their progress and set a precedent that performance matters.

2. CREATE A LIBRARY OF SALES AND COMPANY RESOURCES

Make things easy for your new starter, create an online or cloud-based library of all the resources they’ll need, and share it with your entire sales team.

This should include things like your sales playbook outlining best practices, industry articles and resources, sales scripts, processes and information on your competitors.

3. DEVELOP A COACHING CADENCE

After the first two weeks of intensive training through the onboarding schedule, make sure the coaching never stops.  

A high-performing sales team should have a training schedule with a consistent training or coaching plan for everyone in the team. This ensures your team remains up-to-date on the latest sales strategies, competitors, and new product releases.

4. PERFORMANCE MANAGEMENT AND ONGOING TRAINING

It’s important that new starters are given meaningful work from early on. Encourage them to set goals like increasing their outgoing calls by 10 per cent or connecting with three new prospects via LinkedIn by the end of the week.

5. INTRODUCE THEM TO YOUR CULTURE

For a new starter to begin living your culture, it’s important that they experience it from day one – or before.  

You might consider inviting them to join your team for a drink before their start date, or have everything ready for them (computer, desk, phone) when they walk through the door on their first day. 

In essence, the more you do to help your new salesperson engage, learn and get excited about joining your team, the faster they’ll get up to scratch, start performing and delivering results.