How you onboard your new sales rep can make or break their success in your company.
Before they can succeed, they first need to understand your company culture, as well as the metrics, numbers, and activities that will help them to close sales and bring in revenue.
So, how can you set them up with everything they need to succeed?
Let’s dive into the 5 onboarding tips to help your new sales rep get up and running quickly:
#1: Teach them about the company and the culture they’re selling.
Before your sales reps can connect with potential clients, they need to understand what they’re selling.
- Who are you?
- What do you do?
- What is your vision?
- What is your mission?
- What kind of clients do you serve?
If they’re unsure about what they’re selling or what they should be talking about, or have a lack of confidence in what they’re doing, potential clients will feel that and be less likely to commit to your program.
#2: Teach them your sales system or pipeline.
Sales may be universal, but every buying cycle looks a little different.
Your new sales rep needs to know what your sales process looks like from beginning to end, what steps you take to convert strangers into paying clients, and the timeline for each of those steps.
They should also be clear on how many new people they should be talking to every single day, how many networking calls they should be doing, how many sales calls they should be running, and how many presentations they should be giving.
#3: Get them to watch you run sales calls.
You can certainly provide your sales rep with recordings of past sales calls, but the best way for them to learn is to be there live, feeling the energy of the conversation.
In these “four-legged” sales calls, your sales rep should be watching you and noting what the conversation looks like, how the conversation goes, what questions you ask, how you set the agenda, how you take control of the sales conversation, what objections the client had, and how you can overcome them.
#4: Get them to run sales calls while you watch.
We call this “hip-to-hip coaching,” where your new sales rep runs the call with you there listening and observing. After the call, you should give them specific feedback and coaching on how to improve.
This is an excellent way to help them build up their confidence and get to a point where they feel good about the sales conversations they are having.
#5: Provide them with ongoing coaching and support.
Your sales rep’s training shouldn’t end when their onboarding ends — in fact, their training should never end.
You should be having one-on-one calls with them at least once a week. You should be touching base with them every morning.
You should be in their inboxes daily, keeping track of what they’re saying and how their conversations are going.
You should be hip-to-hip coaching with them regularly.
Because while onboarding may be an event that happens once, training is not.
It’s unreasonable to train somebody for three or four weeks and then expect them to consistently produce at the level that you expect them to produce.
Your sales reps need ongoing support and coaching so they can continually refine their approach, their messages, and their conversations.