Onboarding Tips & Tricks

Sales onboarding continues to get a lot of attention, as more organizations seek new ways to ramp up reps faster and reach higher levels of productivity for new hires. Most onboarding strategies I read about are good, but I rarely see anything that’s truly differentiating, or that will significantly move the needle. I’ve developed a

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Each year, the Aberdeen Group surveys more than 200 companies to ask them about their new hire onboarding efforts. The report finds that best-in-class companies that offer dynamic onboarding programs enjoy a much higher employee retention rate – and employees reach their goals faster than those at companies without strong programs. Companies that show a

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Implementing a ‘pre-hire program’, being consistent, establishing a mentoring program, defining success, and creating a sales playbook reduces ramp time and sets new hires up for continued success. No matter the size of an organization, hiring the right people and developing them so that they can achieve their true potential are arguably the most critical

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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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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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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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If you have hired strong sales people only to lose them shortly after they started with your company, you likely either selected a person that didn’t belong in your company (an issue with the hiring process) or you have an issue in your sales on-boarding process. Great sales people achieve a strong track record by

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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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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

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There are many reasons a new sales rep will fail to live up to an employer’s hopes and expectations – lacking the right skills and DNA, poor management, lack of support…to name a few – but perhaps the most critical mistake a company can make is failing to properly on-board the new rep. Much time

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In many companies, there is an assumption that the Human Resources department should handle the on-boarding of new employees. Whether or not the HR department does a greta job of on-boarding new sales reps (and they often do), here are the main reasons why the sales department should play a very active role in on-boarding

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