Onboarding Sales reps – The key to reducing costly ramp time.
Bringing onboard new talent and getting them ramped up instantly (in order to realize a return on their investment) is one of the biggest challenges of sales organizations which starts right after the recruitment process. It can take 6 to 9 months for a new sales rep to meet their quota. Newly recruited reps needs ample time to learn the sales practices because of them coming from different backgrounds.
Best practices which can be included in the onboarding sales reps program to turn them into professionals:
1) Classify According to Background:
A possible blunder made by companies is developing same onboarding program for every sales rep that is hired. New Sales professionals usually come from different backgrounds, some belong to the same industry, another lot might be from a totally different professional line, and some might have just been graduates and so on. Flexible onboarding program should be entertained. The rep that already has an experience in the same industry probably does not require the industry basics. The sales rep from outside the industry would need complete knowledge about the industry and product. The new seller just out of college requires a comprehensive onboarding program that addresses both visionary insights into the industry and products as well as sales skills.
2) Describe the Sales Playbook:
The Sales Playbook is like a doctrine, and the newly recruited reps should follow them, abide them, and practice them day in and day out.
It is a collection of tactics or methods that characterizes the roles and responsibilities of an individual and the team. It lays out clear objectives, identifies metrics for measurement, and provides a common framework and approach for closing sales.
With the collective information in the textbook, new recruiters can raise their efficiency, develop skills, sense their responsibilities and drive more sales.
3) Demonstrate On-Boarding with Live Experiences:
Give your reps the live experiences of how you deal with your clients. Only theoretical classes won’t work, they should be familiar with the practical methods too. Provide them hands-on experiences where they can sense the same challenges like the current reps are going through while dealing with targeted customers. The onboard program should train the reps to understand the customer’s needs, their business, and how they can help them the best. Train your reps not only to do business with the clients but even become their trusted advisors. The best way to teach them, is to put them into the real scenario where they can face the same situation to realize the pain of the clients and offer the prospects their product which will come to their rescue.
4) Set Up their Targets and Metrics:
During your new sales reps onboarding process, give them a brief about their duties and responsibilities. It is necessary for them to set their goals right in the beginning and it should be metrics based.
A sales rep should be clear of what they are going to do in the company, whether they will be making more of sales calls or cold calls, if both then how many each they have to make in a day or in a week. If someone is lagging behind than pay more attention to them and provide them with additional training.
5) Reveal the Promotional Policies:
Promotions and increments can really motivate the reps to work harder.The manager should acknowledge the reps about the company’s policies regarding the career growth right in the beginning. This way the new sales reps will be able to set the goals as where they want to reach after 3 or 5 years. This will make them more responsible and proactive towards their job.
With successive onboarding programs, a new sales rep can turn into being professional from an amateur. It helps the sales reps polish their skills and make them productive.