October 22nd, 2013
On Boarding Salespeople
This week will be hectic. Next week I am off site all week during a 2014 client strategy and planning meeting, this week I am assisting another client with ‘on-boarding” two salespeople that are remote from the main business office! Everything needs to be lined up and organized for a successful experience.
This step is normally a very weak link with many organizations and yet it is a Critical Success Factor as well. I wanted to share my thoughts with our community.
For our clients we build an On Boarding process into two steps.
Step One: Depending upon the client’s maturity, size and complexity of offering, we will create a 3 to 5 week on boarding plan that is extremely detailed. Each week lists a variety of learning experiences and validation points to ensure knowledge has been exchanged and understood.
The first week’s Goal: Learn Company Purpose, Message, Materials and Services, this includes a check list and over two pages of training actions. Each week has homework assigned.
The second weeks: Goal: Learn to Sell Company Offerings, first it is important to learn, the second week is about learning to sell. The new salesperson will hear others sell, watch videos. and they are beginning to sell me on their knowledge of the company and offerings.
The third week Goal is: Is Getting Out of the Nest. However before they are actively selling, the salesperson must sell the President, the CFO or others in the company using the corporate PPT or other sales tools. HINT: Generally we never pass anyone the first time they attempt this exercise.
Each week has a series of events, designed to build upon the previous weeks learning experience. Each box must be dated/signed and as a Sales Manager: “Inspect what you expect” is never more important.
Step Two: We recommend you build a closely monitored tracking plan along with a carefully thought through plan of action to get the salesperson engaged with the proper activity immediately. This plan maybe designed for 30 to 60 days. I like to recommend a clear set of goals defined for the first 90 days; these may include pipeline values, face to face meetings, presentations, etc…. Make the goals reachable, but monitor each salesperson’s plan and actions to exceed them.
Questions? Just ask. You can always check out our Online Sales Management Tool Kit for other tools to improve the performance of your sales team as well as our On Boarding Template. http://www.acumenmgmt.com/DVDSalesMgmtToolKit
Pay attention to the details and so will your sales team.
PS: if you are beginning your Business Planning process, your management team might like to take our free Business Assessment located on our website: www.AcumenMgmt.com
Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 14 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Ken’s latest book is “Leading High Performance Sales Teams”.