The 3 C's of Sales Onboarding

7 min read

Considering if effective sales onboarding is something you truly need to focus on? In light of the recent piece in Training Industry Magazine, which estimated it takes 381 days for a new sales rep to get reach the “same performance level as tenured sales reps,” it's not just important to focus on, it's critical to your bottom line. In today’s competitive market, where sales are the lifeblood of any business, companies simply don’t have that kind of time. Not only does a slow ramp time hinder a reps ability to start generating sales to move the bottom line, but can also have a negative impact in terms of what you are paying them in sales draws. If your goal is to achieve sales growth in 2017 (and we assume it is), hiring more reps alone won’t help you get there. It’s critical to also get those reps up to speed quickly by modeling the behaviors and objectives that align with your overall corporate goals. Following these three C’s will help you see results faster:

Cut the Sales Onboarding Content Overload

Sales kickoff … painful all-day immersion sessions … a week of shadow selling another rep. Are these time-honored methods still the core of your onboarding playbook? And if so, are they really netting the results you are seeking? Probably not. The primary concern with these tactics is simply one of retention. Science has proven that if we are not repeatedly reviewing information, we can forget up to 40% of it in the first 24 hours and up to 60% in 48 hours. Reps – brand new or seasoned veterans – need access to smaller, more consumable training materials so they can constantly go back and refresh their knowledge and aptitude on different products, new offerings, etc. For example, offering on-demand persona trainings can help new reps refresh themselves on key benefit messages in the moment as they are about to pick up the phone for a sales call. So here’s the point: Ditch the “data dump” and focus on more actionable, ongoing information.

Coach for Sales Success

Coaching has been found to have the biggest impact on sales performance – and is one of the best ways to get new reps up to speed and revenue generating quickly. In fact, according to CSO Insights’ 2016 Sales Enablement Optimization study, onboarding training services can improve win rates by 14 percent or downgrade them by 9 percent depending on their effectiveness. But again, too many companies rely on immersive coaching sessions over a short period of time. For the best success, coaching should be an ongoing practice. The San Francisco 49ers didn’t bring in Bill Walsh for a few one-day sessions, then tell the players to go forth and win. And Pat Summitt didn’t stop coaching the University of Tennessee’s women’s basketball team after one, two … or even eight national championships. Coaching is a long-term process. Sales should be no different. And who better to help coach your reps than your star players? By integrating social technologies into your coaching program, your top reps can easily tape their best sales pitches and conversations to give their peers real and actionable training on what works. In tandem, new reps should be encouraged to tape themselves and seek peer feedback from tenured reps so they can fine-tune their delivery and message. This kind of review is a critical, but often overlooked part of an effective sales onboarding process.

Cloud Enabled Sales Onboarding

Most importantly, all this information needs to be at a rep’s fingertips. For sales, time is money. Reps need to be able to quickly access training materials and peer-coaching feedback no matter where the job may take them. At the same time, there is nothing more motivating than for a rep – new or tenured – than to be able to see how they are performing against their own personal objectives, as well as against the broader team. By providing reps an automated dashboard that links everything they need in one location – from CRM and CPQ, to sales performance, commission payments, and onboarding all in one location – they will be well equipped to dramatically cut the time it takes to get up to speed and start successfully selling. Not to mention, management will have a central location to analyze what’s working and what isn’t when it comes to sales onboarding and sales performance. You never get a second chance to make a first impression. Your sales team is often the first point of contact with a new customer or prospect. Getting them onboard and well-trained quickly is paramount to both their success and yours as an organization. At the same time, your sales onboarding process is a reps first foray into your company. A smooth process backed by the tools and training needed for ongoing success will give them the confidence they made the right choice by joining your company and motivate them to go the extra mile to achieve their goals--in well under a year! Looking for more? Continue on for additional sales onboarding best practices and tips.