Onboarding a new salesperson is a critical process that can significantly impact the sales team’s and the organization’s success. A well-planned onboarding process can help new salespeople quickly ramp up and become productive, while a poor onboarding experience can lead to frustration, confusion, and, ultimately, high turnover.
Following a few critical best practices when onboarding them is essential to help ensure that new salespeople are set up for success. This blog post will explore the top tips for onboarding a new salesperson.
1. Set Clear Expectations
The first step in onboarding a new salesperson is to set clear expectations. This means providing a detailed job description that outlines their responsibilities, targets, and goals. New salespeople need to know what is expected of them and what they need to achieve to succeed.
In addition to the job description, it’s important to set clear expectations around the sales process and the company’s sales methodology. This will help new salespeople understand how they are expected to sell and what steps they need to take to close deals.
2. Provide Proper Training
Salespeople need to understand the company’s products, services, and target audience to sell to customers effectively. Therefore, proper training is essential for helping new salespeople gain the knowledge and skills they need to succeed.
Training can take many forms, including classroom training, online training, shadowing experienced salespeople, and more. The key is to provide various training options that cater to different learning styles and preferences.
3. Introduce Them to the Team
New salespeople need to feel connected to the team to succeed. That’s why it’s important to introduce them to the team and ensure they clearly understand the company’s culture, values, and communication channels.
This can be done through a formal orientation program, informal meet, and greets, or a combination of both. The goal is to help new salespeople feel welcome and part of the team from day one.
4. Provide Ongoing Support
Onboarding doesn’t end after the first week or month. New salespeople need ongoing support and guidance as they navigate their new role.
This can include regular check-ins with their manager, providing access to sales enablement resources, and setting up a mentorship program. The goal is to give new salespeople the resources they need to succeed and ensure that they are continuously improving and growing in their role.
5. Set up a Mentorship Program
Pairing new salespeople with an experienced salesperson can be an effective way to help them learn the ropes and get up to speed more quickly. A mentor can provide guidance, answer questions, and share best practices.
Mentorship programs can take many forms, from formal programs managed by HR or sales leadership to informal programs set up on an ad hoc basis. The key is ensuring new salespeople have access to a mentor who can help them succeed.
In conclusion, onboarding a new salesperson is a critical process that can significantly impact the sales team’s and the organization’s success. By following these best practices, you can ensure that new salespeople are set up for success and can quickly ramp up and become a productive member of the sales team.
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Author: Bryan Payne is Chief Talent Scout and Founding Partner at Just Sales Jobs, a recruitment agency specializing in finding top sales talent in Toronto and surrounding areas. He has over 25 years of experience in sales recruiting and leading successful sales teams. You can contact him at bp@justsalesjobs.ca
