sales onboarding best practices

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I'm speaking on this topic at ATD ICE 2015 in the Sales Enablement track, I've uploaded those slides, minus the audience interaction slides, which don't do much good on SlideShare. A lot of people talk about onboarding, but this method includes some differentiating approaches that I don't often hear others mention. I believe it's these factors that have allowed me to radically decrease ramp-up times and increase sales productivity with new hires.

If you're going to ATD in Orlando this year, this is my presentation: http://astd15.mapyourshow.com/6_0/sessions/session-details.cfm?ScheduleID=44 and I'll be speaking on Monday, 5/18 in Room W207AB from 1:00 to 2:15 p.m.

Published in: Sales, Business, Technology

sales onboarding best practices

  1. 1. sales onboarding twice as good in half the time :: @mike_kunkle :: transforming sales results ::
  2. 2. “advice about how to figure out what’s right for you, is better than advice about what to do.” ~ mike kunkle hey, that’s me! sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 2
  3. 3. sales onboarding best practices • data • selection • definitions • in the beginning… • what to avoid • milestones • content • curriculum • execution. agenda sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 3
  4. 4. data
  5. 5. compiled internet search from sources that referred to CSO Insights’ annual surveys. there’s other data in the links and reports in the appendix new sales rep ramp-up times sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 5
  6. 6. 64% of reps: 7 months to >1 year to ramp-up! ~ 44% ~ 20% sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 6
  7. 7. results, post implementation • decreased ramp-up time by: 23%, 34%, 47%, 52% (3-18 months) • at 120 days, new reps outperformed a control group of 5-year reps by 21% (6 months) • increased sales/rep in the 90 days after training by 2.3/month – avg. increase of $183k/class or $36.6mm/year (9 months) • improved average profitability/new reps by 11% (4 months) • improved new rep win-rate by 16% (6 months) • $398mm yoy revenue increase, $9.96mm net profit increase, and a 400% roi (12 months). results achieved with this onboarding method sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 7
  8. 8. selection
  9. 9. develop sales analytics align compensation fine-tune sales support hire the right reps train the sales management levers what & how to train how to coach how to diagnose gaps how to manage performance train the sales position levers note: these performance levers are just examples and may not be right for your organization. remove policy & sop barriers competencies behaviors traits sales planning territory management consultative selling account selection technology & tool use pipeline management account development hiring right is the first step of effective onboarding sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 9
  10. 10. track success metrics align compensation fine-tune sales support hire the right reps train the sales management levers what & how to train how to coach how to diagnose gaps how to manage performance train the sales position levers note: these hiring methods are just examples and may not be right for your organization remove policy & sop barriers competencies behaviors traits sales planning territory management consultative selling account selection technology & tool use pipeline management account development • competency mapping • top-producer analysis • psychometric assessments • behavioral interviewing • top-grading • simulations. hiring right is the first step of effective onboarding see appendix sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 10
  11. 11. definitions
  12. 12. some definitions • orientation - introductory activities, meetings and training that introduce the employee to the company, policies, culture, local facility, and key personnel with whom they will be working • onboarding - job-related training to enable the employee for sales success - should occur in phases, based on performance milestones • start dates: acceptance, employee, orientation, and onboarding - the date the employee acceptance is cleared, the employee starts, the orientation starts, and the onboarding training starts - the employee start date and orientation start should be the same, whenever possible. “the beginning of wisdom is the definition of terms” ~ Socrates sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 12
  13. 13. some definitions • pre-start logistics - things that can be done in advance of the employee start date, to ensure the employee moves as quickly as possible through the phases • offer-to-start date windows - the time frames from offer acceptance until the employee starts, until orientation starts, and onboarding starts - depending on company policies, these windows provide a critical timeframe in which to complete as many pre-start logistic activities as possible • performance-ready date - the date at which the employee completes onboarding and is fully ready to perform. “the beginning of wisdom is the definition of terms” ~ Socrates sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 13
  14. 14. some definitions our focus today will primarily be…  sales onboarding  job-related training to enable the employee for sales success “the beginning of wisdom is the definition of terms” ~ Socrates while these are important, our focus today is not: • planning, managing, or accelerating pre-start logistics • orientation activities • metrics, measures, reporting for non-onboarding elements • will offer brief thoughts in the next section • see appendix for some resources for these topics. sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 14
  15. 15. in the beginning…
  16. 16. in the beginning… • applies to hr, it, telecom, facilities, logins, other logistics • remove obstacles and distractions for new employees • do as much as possible in the pre-start logistic phases - coordinate | simplify | use lean principles - be transparent with tracking | hold people accountable - have everything ready or completed when employees start - provide job aids, good single-source documentation (don’t make them search everywhere), and “buddies” who can help speed through any remaining logistics issues - consider one of many technology / sales enablement options that enable onboarding (see appendix). sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 16
  17. 17. what to avoid
  18. 18. • biggest challenges − no plan − logistics derail learning − too much content… …delivered too soon… … and too quickly − combining logistics, orientation & onboarding − uncoordinated effort − no checkpoints, gating, or assessments what to avoid − no sustainment, transfer or coaching to mastery (stc2m) − and… sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 18
  19. 19. • biggest challenges what to avoid “go get ‘em, tiger!” sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 19
  20. 20. • resolving these challenges is necessary, but not enough 2-part solution (stop + start) no plan too much content… logistics derail go get ‘em, tiger! no stc2m no checkpoints or assessments …too soon …too quickly… mashing elements uncoordinated efforts stop sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 20
  21. 21. • so minimize/eliminate the challenges, but also… 2-part solution (stop + start) no plan too much content… logistics derail go get ‘em, tiger! no stc2m …too soon …too quickly… mashing elements uncoordinated efforts performance milestones content that matters need to know, by milestone chunk, sequence, layer effective learning systems. no checkpoints or assessments start stop sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 21
  22. 22. performance milestones
  23. 23. 1 2 3 3 successive quota months milestone 3 first month at quota milestone 2 metrics that matter performance • determine 2-3 major milestones • benchmark them • build everything around them • measure, report, analyze, adjust • focus on “need to know” for each milestone disclaimer: this is just an example. these are my preferred outcome measures in companies where quotas occur monthly. this nuance may vary by industry, company, product and/or service, sales cycle and quota structure. you need to determine the most reasonable and effective milestones for your company. first sale milestone 1 time sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 23
  24. 24. ?????? metrics that matter performance What if your sales cycle is: • 9 months? • 12 months? • 18 months? ??? time milestone 2 milestone 3 milestone 1 sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 24
  25. 25. metrics that matter: sales performance performance time lag indicators - short sales cycle - lead Indicators - long sales cycles - wins / losses calls / contacts / campaigns revenue / quota appointments set * velocity opportunities entered negotiated pricing / profitability presentations / proposals sales process metrics (post-decision conversion analysis) sales process metrics (pre-decision conversion rates) and more… and more… sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 25
  26. 26. metrics that matter: learning performance performance time lag indicators lead indicators courses completed (on-time, late) courses started (on-time, late) assessment scores (pass/fail) assessments taken (on-time, late) assignment grades pre-work completion role play scoring assignment completion final certification vilt attendance for ilt prep and more… and more… sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 26
  27. 27. content
  28. 28. determine which apply for your sales reps • industry: domain expertise | insights • market: problems | risks | opportunities | implications • customers: buyer personas | buyer’s journey • territory: accounts | contacts | current state | goals • solutions: products | services | capabilities | differentiators | value | outcomes • sales process: stages, tasks, exit criteria | aligned to the buying process • sales methodology: training and top-producer practices for lead gen | opportunity management | account management and more • tools: crm | sales enablement tools | analytics | organization | collaboration| collateral | performance support | other systems. content buckets sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 28
  29. 29. content buckets sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 29 determine which apply for your sales reps • industry: domain expertise | insights • market: problems | risks | opportunities | implications • customers: buyer personas | buyer’s journey • territory: accounts | contacts | current state | goals • solutions: products | services | capabilities | differentiators | value | outcomes • sales process: stages, tasks, exit criteria | aligned to the buying process • sales methodology: training and top-producer practices for lead gen | opportunity management | account management and more • tools: crm | sales enablement tools | analytics | organization | collaboration| collateral | performance support | other systems. other? what else does your sales force need?
  30. 30. top producer analysis • conduct task analyses for content buckets - what, why, how (when, where) - difficulty, importance, frequency • define sales process | sales methodology • identify performance levers (80/20) • compare top & middle – differentiators • build continue | start | stop lists • build content around replicable skills. content buckets Top 4% Bottom 20% Top 4% Rest of Top 20% (16%) Middle 60% Above Average Below Average Average Bottom 20% sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 30 http://www.mikekunkle.com/?s=%22how+to+increase+sales+with+top+producer%22
  31. 31. curriculum
  32. 32. chunk | sequence | layer • well-known instructional design strategy – should be maximized for onboarding - chunk like topics together - teach in smaller chunks with reinforcement and assessments to increase retention - order chunks in a logical sequence that will make sense for the learner and be easier to absorb - layer additional related chunks or new chunks on top of already-well-learned information and skills • involve a good instructional designer with firm “need to know” filters http://bit.ly/BasicISD sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 32
  33. 33. chunk | sequence | layer content everything the rep needs to know sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 33
  34. 34. chunk | sequence | layer what happens when we cram milestone 1 content everything the rep needs to know oops! takes too long! sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 34
  35. 35. chunk | sequence | layer still not good enough what happens when we cram milestone 1 content everything the rep needs to know now chunked & sequenced sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 35
  36. 36. chunk | sequence | layer content everything the rep needs to know let’s reset and try again sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 36
  37. 37. chunk | sequence | layer see the difference? need to know just what’s needed to get to the first milestone! milestone 1 content everything the rep needs to know sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 37
  38. 38. chunk | sequence | layer now even better! chunked & sequenced! need to know milestone 1 just what’s needed to get to the first milestone! content everything the rep needs to know sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 38
  39. 39. chunk | sequence | layer need to know chunked & sequenced content everything the rep needs to know sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 39
  40. 40. chunk | sequence | layer need to know chunked & sequenced need to know chunked, sequenced & layered repeat, layering just what’s needed to get to the second milestone! content everything the rep needs to know sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 40
  41. 41. chunk | sequence | layer need to know chunked & sequenced need to know chunked, sequenced & layered need to know chunked, sequenced & layered one more time for the third milestone! content everything the rep needs to know everything here has now been taught, at the right time sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 41
  42. 42. chunk | sequence | layer content milestone 1 milestone 2 milestone 3 process • first 2 stages only + • remaining 4 stages + • account management tasks • account selection • sales research + • diagnostics/solutions • cpq/proposal dev + • territory management method • prospecting • leading sales meetings + • presentations • negotiation + • uptiering • referrals crm • log leads • link research • log contacts | actions + • opportunity mgt. • exit criteria logging + • account analytics • industry trends • alerts solutions • free assessment tool • general services info + • xyz services/solutions + • xyz add-ons • full solution set for abc collateral • vertical research data • case studies + • xyz documentation set • xyz outcomes study + • abc documentation set. note: this is a partial, oversimplified example for demonstration purposes and may not apply to your business example sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 42
  43. 43. • map out the entire customer lifecycle - sales process = stages a sales progresses through to a decision - sales methodology = what a rep does in each stage - map lead-gen through account management - only teach the process & methods needed to achieve each milestone • teach business process and workflow - word processing analogy: don’t teach menus; teach how to build a document - simulate the real-world activities in the training, following the sales process stages - teach the best practice methodology in each stage - use as much roleplay and simulation as possible with feedback, coaching, and learning/practice loops. chunk/sequence/layer by sales process & methodology chunk | sequence | layer https://www.linkedin.com/pulse/align-sales-performance-ecosystem-your-customer-lifecycle-mike-kunkle https://www.linkedin.com/pulse/20140914192639-834966-how-to-build-a-blended-sales-training-curriculum sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 43
  44. 44. • separate teaching knowledge (prerequisite) and skill (using the knowledge) - use progressive blended learning (elearning, vilt and ilt) and flipped classroom - incorporate feedback/coaching with learning loops/repeated practice (re-runs) - use simulations: teach them the job by doing the job • assess frequently – create checkpoints or stage gates • supplement with structured ojt – must be well-planned, well- executed, and consistent • use social learning concepts and communities to engage mentors and support the learners. other thoughts on curriculum and learning effectiveness chunk | sequence | layer sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 44
  45. 45. this is the same as everything else – stop over-training product • what do reps need to know and do, to get to each level? • chunk, sequence and layer that and teach appropriately • with highly-complex products, plan how you will support reps (sales engineers, a buddy system, mentors, managers, a deal desk, performance support, great collateral, etc.) • get off “fact training” quickly and onto product “scenario training” a word about product training chunk | sequence | layer sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 45 https://www.linkedin.com/pulse/sales-leaders-stop-wasting-time-product-training-mike-kunkle
  46. 46. execution
  47. 47. effective learning systems the framework content design managers transfer coaching measures perf. mgt. integration alignment change sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 47
  48. 48. effective learning systems the framework • most common training focus content design managers transfer coaching measures perf. mgt. integration alignment change sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 48
  49. 49. effective learning systems the framework • the difference content design managers transfer coaching measures perf. mgt. integration alignment change sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 49
  50. 50. effective learning systems the framework (combined) • powerful • rare • competitive differentiation content design managers transfer coaching measures perf. mgt. integration alignment change “our people are our greatest asset!” sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 50
  51. 51. effective learning systems • ensure content matters • design great learning • engage managers • sustain/transfer • coach to mastery • measure for success • manage performance • lead & manage change. content design managers transfer coaching measures perf. mgt. integration alignment change one hour atd webcast recording: http://webcasts.td.org/webinar/1312 sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 51
  52. 52. summary: key differentiators • hiring right • top producer content • performance milestones • need-to-know by milestone - chunk | sequence | layer • effective learning system sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 52
  53. 53. sales onboarding twice as good in half the time appendix :: @mike_kunkle :: transforming sales results ::
  54. 54. about mike mike is a training and organization effectiveness leader with special expertise in sales force transformation. • after his initial years on the frontline in sales and sales management, he spent the next 21 years as a corporate manager or consultant, leading departments and projects with one purpose – improve sales results. • today, in his role as commercial training & development leader for a Fortune 10 corporation, mike uses his in expertise in best-in-class learning strategies, methods, processes, and change leadership to develop the capabilities of sales representatives and sales managers to drive business results. • mike freely shares his own sales transformation methodology, speaking at conferences and writing online (see http://bit.ly/PerfLevers082011and http://bit.ly/EffectiveSalesLearningSystems as examples) and can be reached at <mike at mikekunkle dotcom>, through his blog at http://www.mikekunkle.com, or on various social media sites. - linkedin - twitter - google+ - slideshare let’s get connected! http://www.mikekunkle.com/about-me the thoughts and opinions expressed are my own appendix sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 54
  55. 55. some hiring | selection methods (multiple approaches) • http://davestein.biz/2012/03/07/psychometric-testing-in-the-sales-hiring-process/ • http://www.mikekunkle.com/2011/04/18/should-you-use-psychometric-assessments-to-hire/ • http://uniformguidelines.com/testassess.pdf • http://www.shrm.org/about/foundation/research/Documents/assessment_methods.pdf • http://pages.uoregon.edu/sanjay/bigfive.html • http://www.outofservice.com/bigfive/ • http://www.ddiworld.com/DDIWorld/media/white-papers/targetedselection_mg_ddi.pdf?ext=.pdf • http://www.ddiworld.com/product-guide/selection-and-assessment/job-simulations/assessing-talent-sales- professional • http://www.slideshare.net/salesbenchmarkindex/talent-management-the-topgrading-interview-process • https://topgrading.com/products/topgrading-for-sales/ • http://chally.com/by-functional-area/sales-force-expertise/ • http://www.sibson.com/publications/perspectives/Volume_21_Issue_2/sales-competencies.html • https://www.luminalearning.com/luminaproducts/sales/en-us • http://www.profilesinternational.com/employee-assessment-products-overview/profiles-sales-assessment/ • https://www.brooksgroup.com/sales-hiring-assessments/hiring-assessments-depth/ • http://ceb.shl.com/us/solutions/talent-acquisition/volume-recruiting/ • http://www.selfmgmt.com/en/products/selection/sales_recruiting_and_selection/salespro.aspx • http://www.salesmomentum.com/products-view/sales-simulation/ • http://processspecialist.com/talent-assessment.htm appendix sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 55
  56. 56. new employee orientation • http://www.shrm.org/about/foundation/products/documents/onboarding%20epg-%20final.pdf • http://humanresources.about.com/od/retention/a/keepnewemployee.htm • https://www.td.org/Education/Programs/New-Employee-Onboarding • https://www.td.org/Publications/Books/New-Employee-Orientation-Training • https://www.td.org/Publications/Magazines/TD/TD-Archive/2012/09/New-Hire-Onboarding-Common- Mistakes-to-Avoid • http://opensiuc.lib.siu.edu/cgi/viewcontent.cgi?article=1081&context=ojwed • http://v1.aberdeen.com/launch/report/benchmark/8383-RA-strategic-onboarding-talent.asp • http://v1.aberdeen.com/launch/report/research_report/9865-RR-twentyfirst-century-onboarding.asp • http://www.skilldirector.com/sdle.html (for competency assessments with custom learning plans) appendix sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 56
  57. 57. measurement – lead and lag indicators • http://kpilibrary.com/topics/lagging-and-leading-indicators • http://www.slideshare.net/ianjseath/understanding-lead-and-lag-indicators • http://blogs.salesforce.com/company/2012/11/the-power-of-key-performance-indicators.html • http://www.insightsquared.com/2013/06/leading-vs-lagging-sales-performance-analytics/ • https://www.richardson.com/PageFiles/3300/verifiable_outcomes_download.html appendix sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 57
  58. 58. some companies that support onboarding • http://www.savogroup.com/solutions/smarter-execution/#fastonboard • https://www.therevenueaccelerator.com/home • http://www.salesbenchmarkindex.com/onboarding-new-sales-reps • http://www.mindtickle.com/ (click “for sales teams”) • http://learncore.com/sales-lms/ • http://www.commercialtribe.com/onboarding • http://www.qvidian.com/solutions/sales-ramp-up • http://www.brainshark.com/solutions/sales-accelerator • http://calliduscloud.com/products/employee-onboarding/ • http://mobilepaks.com/wp-content/uploads/2014/08/mobilepaks-brief-better-sales-onboarding-with- guided-selling-final.pdf • http://bloomfire.com/bloomfire-uses#solution-tab-3 • http://www.peoplefluent.com/onboarding • http://www.silkroad.com/hr-solutions/talent-acquisition/silkroad-onboarding/ • http://www.successfactors.com/en_us/solutions/talent/onboarding.html • http://fatstax.com/sales-training/ appendix sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 58
  59. 59. effective learning systems support and learning enablement • http://bit.ly/MKLI-StopSalesTraining • http://bit.ly/SalesLearningSystems • http://bit.ly/RedesigningSalesTraining • https://www.linkedin.com/pulse/align-sales-performance-ecosystem-your-customer-lifecycle-mike- kunkle • https://www.linkedin.com/pulse/20140914192639-834966-how-to-build-a-blended-sales-training- curriculum • http://www.wagmob.com/GoSalesTrain/index.html & http://go.GoSalesTrain.com/ • http://qstream.com/ • http://www.axonify.com/ • http://www.count5.com/Q_MINDshare_Knowledge_Retention_Module.aspx • http://www.mindsetter.com/en/home.html • http://www.mindmarker.com/ • http://www.roleplaypro.com • http://www.videoroleplay.com/ • http://www.commercialtribe.com/ • http://learncore.com/ • http://www.mxskillmaster.com/ • http://www.etu.ie/ • https://www.trainingcloud.com/how-it-works appendix sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 59
  60. 60. general sales onboarding • http://appnetic.com/6-must-read-articles-sales-rep-onboarding-pitfalls-solutions/ • http://blog.bridgegroupinc.com/inside-sales-onboarding • http://www.tableau.com/learn/webinars/new-hire-sales-onboarding-and-enablement-best-practices • http://www.peaksalesrecruiting.com/six-onboarding-tools-to-train-new-sales-hires/ • https://www.savogroup.com/resources/checklists/8-tips-for-onboarding-new-sales-hires/ • https://www.therevenueaccelerator.com/whitepaperdet?aid=40 • http://salesmanagement.org/webcasts/single-article/research-update-on-sales-onboarding-practices • http://salesmanagement.org/search-results/webcast?search=onboarding • http://info.qvidian.com/AcceleratingRepRamp-Up.html • http://www.salesbenchmarkindex.com/4-step-fast-ramp-guide-sbi • http://www.mindtickle.com/?s=onboard • http://success.learncore.com/onboarding-best-practices • http://www.slideshare.net/SAVO_Group/07-sirius-decisions-sales-enablement-market-and-trends- survey-revealedsiriusdecisions (see slides 20-23) • http://www.slideshare.net/GPStrategies/challengesandopportunitiesinsalesnewhireonboardingtraining • http://blog.saleshood.com/blog/2013/02/sales-new-hire-onboarding-learning-pillars.html appendix sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 60
  61. 61. some sales enablement tool reading • http://smartsellingtools.com/sales-solutions/ • http://smartsellingtools.com/buyer-resources/ • http://www.fillthefunnel.com/ • http://cdn2.hubspot.net/hub/253739/file-736894728-pdf/Sales_Enablement_Guide.pdf • http://www.docurated.com/all-things-productivity/top-54-sales-enablement-tools • http://www.gleanster.com/topic_area/sales-enablement • http://www.lsaglobal.com/toolkit-download/sales-toolkit/ • https://salesenablement.wordpress.com/2011/07/03/work-in-progress-list-of-sales-enablement- vendors/ appendix sales onboarding :: #salesonboard2x:: @mike_kunkle :: transforming sales results :: 61

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