Sales Onboarding – 9 Reasons Why Every Company Needs It (Guest Post)

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“Hire Right, Higher Profits” by Lee Salz (guest blog author). Find it at Amazon.com.

There’s a lot of buzz today around sales onboarding and sales enablement. You may be wondering if sales onboarding (the development program designed to get your new salespeople up to speed fast) should be on your executive team’s priority list of corporate initiatives. Here are nine reasons why it should be high on the list.

1. Investment protection. When companies hire salespeople, they are making a significant revenue investment. Onboarding, not only protects the investment, but also helps to ensure a high rate of return on it.

2. Reduced ramp-up time. One of the biggest executive complaints about new salespeople is the amount of time it takes for them to produce meaningful revenue for the company. By having a structured onboarding experience, the production timeline is reduced, meaning that the dollars invested before seeing a return are also lessened.

3. Increased revenue performance. Executives also complain that their salespeople cannot sell the value of their products which means they sell at less than desirable price points. Onboarding provides you with the opportunity to teach salespeople how to properly position products with buyers.

4. Improved client experience. We’ve all been on the other side of the desk dealing with inept salespeople. Because of our frustration, we were receptive to discussions with the competition. Onboarding ensures your salespeople are equipped with the knowledge your clients expect to glean from them while delivering a fantastic experience.

5. Brand protection. When salespeople cannot speak knowledgeably about the products, the industry, etc., it creates a negative reflection on the corporate brand. Onboarding protects your brand by teaching your salespeople what the marketplace expects them to know.

6. Turnover reduction. In the first year of employment, the most common reason for turnover on a sales team is that expectations are not met. Either the salespeople quit or you let them go. In both cases, it is bad news for the revenue investment. Onboarding helps to minimize those instances, which impacts both the top and bottom line of the company.

7. Increased candidate pool. How does onboarding increase your candidate pool? Many companies limit their sales hiring to just with industry experience. Yet, there are only so many people in your industry and only a small subset you would want on your team or who would want to be on your team. Onboarding empowers you to broaden your candidate scope to include strong sellers from other industries as well.

8. Recruitment tool. As you look across the desk at a candidate during an interview and wonder how this individual will get up to speed selling for your company, guess what? The candidate is wondering the same thing! Onboarding becomes a selling point in the interview as a way to attract top talent. It demonstrates corporate commitment to their success.

9. Hiring mistakes found. Sometimes, you can get fooled during the interview process. After all, salespeople know how to sell themselves. Onboarding gives you the opportunity to identify concerns early on with new salespeople and take action. This is true investment protection.

These nine sales onboarding results hit both the top and bottom line of your company. What other corporate initiative on your list has the potential to make this level of impact?

Guest Post Author:

Lee SalzLee B. Salz is a leading sales management strategist and founder of Sales Architects, The Revenue Accelerator and Business Expert Webinars. He has helped hundreds of companies experience explosive growth through the migration of their sales teams from “people-based” to “process-based.” An expert in building world-class sales forces, he designs the processes companies need to hire, onboard, manage, enable and compensate their teams.

He has authored four books including “Hire Right, Higher Profits” which is both a best-seller and the #1
rated sales/sales management book on Amazon. He is the author of three other best-selling business books including: “Soar Despite Your Dodo Sales Manager” – which won the silver medal in the Top Book Awards; “Stop Speaking for Free! The Ultimate Guide to Making Money with Webinars” and “The Business Expert Guide to Small Business Success.”

The Revenue Accelerator® is Lee’s latest venture – a web-based, sales onboarding and enablement technology system designed to quickly and effectively get new salespeople up to speed – resulting in shorter ramp-up times, higher revenue production and reduced sales turnover.

Lee serves on the Editorial Advisory Board of Sales & Marketing Management magazine, is recognized as one of the “Top 25 Sales Influencers” by OpenView Labs and is a member of the “Top 25 Online Influencers in Talent Management” (HR Examiner). He has built the largest LinkedIn sales management group – Sales Management Executives – with over 100,000 executive members.

He’s also been quoted and featured by the media including the Wall Street Journal, CNN, New York Times, Dallas Morning News, Selling Power, Sales and Marketing Management, ABC News, MSNBC and many more leading publications. Lee is also a columnist for the Business Journal.

When he isn’t helping companies grow, he can be found on the baseball field coaching his kids or in the gym preparing for his next powerlifting tournament.

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