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How to Onboard New Sales Talent in 5 Easy Steps
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How to Onboard New Sales Talent in 5 Easy Steps

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A talent management webinar by Sales Benchmark Index on how to onboard new sales reps in 5 easy steps.

A talent management webinar by Sales Benchmark Index on how to onboard new sales reps in 5 easy steps.

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How to Onboard New Sales Talent in 5 Easy Steps How to Onboard New Sales Talent in 5 Easy Steps Presentation Transcript

  • February 9, 2012
  • Logistics for today’s call…. All attendee’s will be on “silent” mode during the presentation. Please utilize the “Questions” feature to ask questions; simply type in your question and press enter. At the conclusion of the presentation, the moderator will facilitate the “Question & Answer” session utilizing the “Questions” feature.
  • Sales Benchmark Index will….  Send a copy of the presentation to you  Additional questions can be sent directly to: george.delosreyes@salesbenchmarkindex.comJoin us for our next Webinar…. GAIN ACCESS TO NEW CUSTOMERS BY RECRUITING BEETER CHANNEL PARTNERS.  Thursday, March 8th , 2012  1:00 p.m. Central  30 minutes  Register at: http://www.salesbenchmarkindex.com/webinar-recruiting-better-channel-partners/
  • George de los Reyes Brief Bio • Senior Consultant at Sales Benchmark Index • Prior to SBI, George was the CEO of a real estate development firm and management consultancy • Over (18) years’ experience in sales and marketing, operations, strategic planning, advertising, budgeting, pro ject management, public relations • George’s client list includes Thomson Reuters, Ryder Systems, Yahoo!, Conoco Phillips and Kindred Healthcare
  • on-boarding Goals “Begin with the End in Mind”  Get new reps to goal more quickly  Spot sales rep hiring mistakes earlier in the process  Repeat on-boarding success with each new hire  Make your firm more attractive to candidates  Set new hire expectations
  • 5 Steps to Effective on-boarding1. Identify the Key Metric for on-boarding Success2. Define a set of on-boarding Activities that drive the right selling behavior3. Establish a set of Learning Requirements that ensures a new hire acquires the correct role knowledge4. Create a Fast-Start Mentoring Program5. Ensure Sales Manager Accountability
  • Common Sales New Hire ExperienceContent by fire hose with little retention and then “sink or swim” “We need results now!” BURNOUT 7
  • Better way to Onboard new talentBalance immediate need for results with longevityBest Approach :Mentored learning and reinforcementthat drives rapid performance 8
  • Step #1 – Track the Right Metric Ramp Time to Full ProductivityDefinition: The KEY metric tomeasure success in sales rep on-boarding is the time it takes fora new employee to retire quotaat a rate that exceeds 100% oftheir goal (usually measured inmonths) B2B Benchmark in 2011 is 6.7 months* How long is your Ramp Time for your sales reps? * Source: SBI’s 2011 benchmarking database – US companies 9
  • Step #2 – On-boarding Activities A World Class on-boarding program includes on-boarding Activities designed to drive the right selling activities on-boarding Activities (i.e. Doing) • Ensures new hire is performing correct activities at desired rates • Provides an experiential foundation 10
  • on-boarding Activities – DoingDoing = Execution + EvaluationWhy are they important? Activities are used to demonstrate that the new hire has learned and retained the necessary skills and knowledge Impart skills from real-life situations Ensure that the on-boarding process is not a passive exercise that can be shirked A checklist and navigation aid for managers to use to confirm new hires are performing as expected during ramp time 11
  • Sales Rep on-boarding ActivitiesJob Execution is about doing the right things New Hires self-report progress SM Involvement Identified 12
  • Step #3 – Learning Requirements Best in Class on-boarding Programs combine on- boarding activities with Learning Requirements Learning Requirements (i.e. Knowing) • Provides a knowledge foundation • Uses collegiate concept to divide the content – 101, 201, 301, 401 13
  • Learning Requirements - Knowing A Learning Framework…  Diminishes the “fire hose” effect  Ensures consistency in new hire knowledge  Helps managers focus reinforcement efforts  Guides new hire on what they should be learning and when  Provides a curriculum to keep knowledge developers, managers and reps on task14
  • Learning Requirement CategoriesUseful means to organize all necessary learning content 1. Internal Systems and Admin 2. Product 3. Marketing and Messaging 4. Sales Process 5. Competition / Differentiation 6. Sales Systems 7. Lead Management 8. Communication and Tools 15
  • Example Learning/Activity Track Acme Sales on-boarding 101 Interactions, Shadowing, Mentoring, etc.Weeks 1-2 Intro to Value Prop, Intro to Products, Live Demo Basic Product Quiz Week 3 Acme Sales on-boarding 201 Gartner Reports, White Papers, DifferentiationWeeks 3-8 Guide Product Acme Sales on-boarding 301 DifferentiationWeeks 4-6 Configuration Workshop, Customer Case Studies Role-Play Week 5 Acme Sales on-boarding 401 ProductWeeks 7-13 Detailed Product Training, Tech Deep Dive Knowledge Demonstrations Weeks 18-24 on-boarding Complete
  • Step #4 – Fast Start Mentoring Program Fast-Start Mentoring: For some practices there is no substitute for learning from the actions of those who know  Participation in FastStart  Calls with Sales Managers mentoring and/or VPs  Running Mate  Shadowing successful Sales Reps 17
  • Step #5 – Sales Manager Accountability Key to success is sales manager accountability Make your sales managers • Proactively track new accountable for new hire hire Ramp Time ramp performance • Contribute in on- boarding Activities • Participate in Learning Requirements (example: give training course) 18
  • 5 Steps to Effective on-boarding1. Identify the Key Metric for on-boarding Success2. Define a set of on-boarding Activities that drive the right selling behavior3. Establish a set of Learning Requirements that ensures a new hire acquires the correct role knowledge4. Create a FastStart Mentoring Program5. Ensure Sales Manager Accountability
  • The Full Webinar recording including Q&A and downloadable slides can be accessed here
  • Further interest…. Sign-up for a free sales methodology planning consultation by: E-mailing info@salesbenchmarkindex.com  The Full Webinar recording including Q&A and downloadable slides can be accessed here  Additional questions can be sent directly to: george.delosreyes@salesbenchmarkindex.comJoin us for our next Webinar…. “Gain Access to New Customers by Recruiting Better Channel Partners”  Thursday, March 8th , 2012  1:00 p.m. Central  30 minutes  Register at: http://www.salesbenchmarkindex.com/webinar-recruiting-better-channel-partners/ Thank-You for attending…