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The Single Most Important Benefit of On-Boarding New Sales People

by Eliot Burdett | Published on - August 21, 2014

Great post, the 9 Results You Can Expect From Sales Onboarding, by Lee Salz (link below), summarizes the many benefits a structured program for onboarding new salespeople. In it, he discusses why a structured onboarding program helps achieve the following: protects an investment in recruiting and employing sales people; help provide increasing revenue performance; improved

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How is Your Sales On-Boarding Program Working (or not working)?

by Eliot Burdett | Published on - May 15, 2014

Management consultants Mark Stein and Lilith Christiansen, studied the hiring practices and staff retention rates at Fortune 500 companies and authored the book, Successful Onboarding, in which some startling observations were made about hiring: Almost a third of employees employed in their current job for less than 6 months are already job searching Almost a third of

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How to Conduct a 90 Day Review with a New Sales Hire to Improve Sales Performance

by Eliot Burdett | Published on - May 7, 2014

With busy schedules and many competing priorities, 90 days passes in the blink of an eye for a sales manager. It is easy to forget to pay attention to how a new sales hire is doing – especially if the rep seems to be doing well – but after making a large investment in recruiting

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Patience is a Virtue in On-Boarding New Sales Hires

by Eliot Burdett | Published on - February 13, 2014

There aren’t too many instances when a new sales hire produces sales immediately upon joining a new company. I wish this weren’t the case, but with the exception of short sales cycles and call centers, most new sales people need time to learn how to sell a new offering and to start building and converting

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The Value of Shadowing When On-Boarding New Sales Hires

by Eliot Burdett | Published on - November 25, 2013

Effectively on-boarding new sales hires is one of the most important steps an employer can take to achieve a high return on the investment made to find that person. A simple yet very powerful way to do this is to have new hires shadow one of your most successful sales reps. Over the years, I