A great sales onboarding program can help your business increase its sales, cut down the turnaround time and support your salespeople as they work to meet their sales goals on time. Learn more about creating a successful sales onboarding program in this whitepaper.

1. CREATING A SUCCESSFUL
ON-BOARDING PROGRAM
FOR SALES
www.mindmatrix.net

2. CREATING A SUCCESSFUL
ON-BOARDING PROGRAM
FOR SALES
Essentials of a successful
on-boarding program for
sales
An complete on-boarding
program will cover the following
areas
1. Business and
customer insight
2. Role definition
3. Sales processes & strategies
4. Sales enablement tools
& technolog
5. Measurement & metrics
6. Training
Creating a successful on-boarding program for sales 02
A great sales on-boarding
program can help your business
increase its sales, cut down the
turnaround time and support your
salespeople as they work to meet
their sales goals on time. But did
you know that onboarding is often
ignored? A study by Aberdeen
reveals that only about 50% of
companies have an on-boarding
plan ready for their new hires. And
even if they do, the on-boarding
program is too short...often not
meeting all the needs of your new
recruits. This post outlines the
essentials of a great sales on-
boarding program and provides
insight into how you can go about
building one.

3. 03
1.
BUSINESS AND CUSTOMER INSIGHT
2.
ROLE DEFINITION
3.
SALES PROCESSES & STRATEGIES
A successful on-boarding program should offer salespeople a complete insight into your business--it’s
products/service offering and its customers. This is important because they should know what they are
selling and to whom. In order to gain this insight, the business needs to provide access to all relevant data
such as the most popular products/services, most likely buyer persona, and the most effective medium for
interaction with the buyer.
The role of the newly hired salesperson must be defined clearly. What were the reasons for the hire? What
gaps are they filling in your sales department? What are the key aspects of their job in the organization? Be
sure you have defined their specific role before you bring them on-board.
For the on-boarding program to add value to salespeople, it should spell out the sales process clearly. As a
part of the sales process, the following elements should be defined
 Lead generation process-Define the activities that form a part of the lead gen process, their frequency
and their rate of effectiveness
 Lead quality and scoring-Define the parameters on which leads are scored and classified as MQLs and
SQLs and determine the appropriate follow up actions. Training on all the lead segmentation and scoring
tools that are being used is necessary.
 Lead handover-Define the stage at which the lead moves over from marketing to the sales domain, the
process of handover and the fate of leads that don’t close.
Creating a successful on-boarding program for sales

4. 04
4.
SALES ENABLEMENT TECHNOLOGY
5.
METRICS
6.
TRAINING
A ROBUST SALES ENABLEMENT
PLATFORM CAN BE YOUR ALLY IN
BUILDING A GREAT SALES ON-BOARDING
PROGRAM
Another important element of a good sales on-boarding program is having strong sales enablement tools
and technologies in place AND training the sales staff on them. Sales enablement technology includes tools
that support salespeople to sell more, independently.
It is important to know where the company stands in terms of its sales goals vis-a-vis where it should be.
All sales goals should be clearly measurable. Also, the results of every sales activity should be quantified.
Whether it’s a tradeshow, an email campaign or a social media sales campaign, there must be a way to
measure effectiveness.
Train your incumbent salespeople on all the tools and processes they will be using. This includes any sales
enablement platform and CRM tools. Also, make sure you document all sales best practices and make them
available to your new recruits during the on-boarding process.
Invest in a sales enablement platform that covers all of the above areas. Select one that offers you an
unobstructed 360-degree view of your prospects and customers, has great lead-scoring and segmentation
capabilities and offers ways to measure every activity undertaken by your salespeople.
Creating a successful on-boarding program for sales

5. BUT DON’T FORGET THAT IT IS NO
SUBSTITUTE TO AN ON-BOARDING
PROGRAM IN ITSELF
A great sales on-boarding program is much more than having a set of
sales enablement tools in place. It is about training your salespersons
to make the most of all the tools and processes made available to
them.
Your sales on-boarding program is the stepping stone for your
salespeople when they join your organization and serves as a guide for
future action.
2403 Sidney Street, Suite 150, Pittsburgh, PA 15203
Phone: 412-381-0230, Fax: 412-774-1992
www.mindmatirx.net
Mindmatrix offers Channel & Sales Enablement software for direct and indirect sales
channels. Mindmatrix is the only provider of a Single Unified Platform that combines
PRM software, Direct Sales and Channel Enablement, Channel Marketing Software,
Marketing Automation software and Marketing Asset Management. Mindmatrix takes you
through every step in the sales process from lead to revenue, enabling your salespeople
and channel partners to sell more, faster.