5 Keys to Effective Sales Onboarding
Onboarding new hires, particularly in sales, has never been more important.
It is becoming harder to find the right people, so when you do, getting them up to speed quickly and effectively is vital.
Too often, we see the onboarding process skipped or undefined.
So what does effective onboarding in sales look like? How do you achieve it?
A crucial step involves pinpointing the top ten actions the newcomer must master and execute with precision. It's about the actions, not just the results. These actions form the cornerstone of their success, and as such, require clear definition.
Dive deeper into this topic, alongside four additional critical focus areas, in our latest guide: "The Five Steps to Effective Sales Onboarding."
Preparation: Allocate the time and bandwidth necessary to set up a personalized onboarding plan before the salesperson’s first day on the job
Identify and Discuss: Identify and discuss the top ten behaviours your salespeople execute consistently so each new hire understands what these behaviours are and what their impact will be
Set Up A Coaching Cadence: We recommend following what we call the Rule of 20-90. That means we spend the first twenty days onboarding someone with daily one-on-one coaching to establish a consistent model of behaviour, and then do weekly coaching check-ins for the 90 days following
Set Weekly Goals: The process of setting goals is one of the keys to helping the salesperson maintain a strong sense of self-worth. We recommend helping the salesperson to focus weekly on developing three new professional goals and two personal goals
Build A Feedback Loop: Follow a coaching model. There are four steps in the Sandler coaching process. Each of these steps must be executed in order, in a sequence that builds from what has gone before.
About Sandler
Sandler stands at the forefront of sales and management training globally, boasting a robust presence with over 250 locations across nearly 30 countries. Our proven methods and frameworks have been adopted by a multitude of organisations, ranging from esteemed corporations such as Oracle, Salesforce, and LinkedIn to small and medium-sized enterprises throughout the UK.
Our comprehensive training and consulting services have empowered companies of every size and type to enhance their performance and achieve unprecedented levels of success.