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 client experience; protecting company brand; reducing sales force turnover; and enhancing the ability to recruit and achieving faster identification of hiring mistakes.
SALES RESULTS SOONER
But if there was one reason alone for any company to commit to an intensive new sales hire onboarding program, it would be to speed up the time it takes to get new sales reps producing sales. We come across companies where more than 50% of new sales reps are let go within the first year. This represents an enormous waste in terms of hiring and management effort as well as lost sales opportunity. Properly training and developing new sales hires, even senior sales executives, addresses many of the challenges which cause new sales hires to fail, but also exponentially increases the chances that they will be successful, quickly which is of paramount importance in highly competitive markets.
Check out Salz’s post here: 9 Results You Can Expect From Sales Onboarding
Also check out Peak’s guide to onboarding new new sales people, The First 90 Days – Your Guide to Making New Sales Hires Produce Fast
Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.
He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.
Latest posts by Eliot Burdett (see all)
- B2B Sales: 7 Ways It’s Changing Fast - October 15, 2018
- 6 Common Traits of Top Performing Sales Organizations - September 14, 2018
- 65 Sales Interview Questions to Ask Sales Candidates - January 14, 2018