Picture this: Your new sales hire, brimming with potential, fumbles through their first client call.
Ouch.
We've all been there, right? But what if you could transform that cringe-worthy moment into a triumphant close?
Welcome to the game-changing world of sales readiness. It's not just about hiring the right people—it's about empowering them to become sales superstars. And let's face it, it's a cutthroat business, your team needs every edge they can get.
In this post, we're ditching the fluff and diving deep into the nitty-gritty of sales onboarding. Whether you're a sales manager looking to ignite your team's performance or a business owner hungry for explosive growth, buckle up.
You're about to discover how to create a sales readiness program that doesn't just meet expectations—it shatters them. Ready to transform your sales onboarding? Let's dive in and turn those rookies into revenue-generating rockstars!
What you'll find in this blog:
Reasons Why Your Sales Onboarding and Training Program Might Be Ineffective
Before we dive into the solutions, let's take a moment to understand the common pitfalls that can derail even the best-intentioned onboarding programs. By identifying these issues, you'll be better equipped to avoid them and create a more effective training strategy for your sales team.
Unstructured Program, Unclear Objectives
Without a clear, structured onboarding process, new hires may feel lost and overwhelmed. This lack of direction can lead to a longer time-to-productivity and potentially poor performance. According to a Selling Power report (2019), more than 50% of sales reps find the lack of milestones to be the most common obstacle in onboarding.
One-Size-Fits-All Approach
Not all salespeople are the same. They come with different experiences, strengths, and learning paces. Treating everyone the same can lead to frustration and missed opportunities for growth. A standardized approach fails to address individual learning styles and areas for improvement, resulting in a less effective onboarding process.
Here's how that might look: A tech company onboards two new sales reps simultaneously. John has five years of experience in B2B sales but is new to the tech industry, while Sarah is a recent graduate with a strong technical background but no sales experience. The company puts both through the same rigid two-week training program.
John finds the technical product training helpful but is bored during the basic sales technique sessions. Sarah, on the other hand, struggles to keep up with the advanced sales strategies but excels in the product knowledge tests.
A standardized approach fails to address individual learning styles and areas for improvement, resulting in a less effective onboarding process.
By the end of the onboarding, neither feels fully prepared for their role, and the company misses out on leveraging their unique strengths.
Focusing Only on Sales Skills and Product Knowledge
While theoretical knowledge is important, reps also need hands-on experience. A lack of role-playing exercises, real-world scenarios, or shadowing opportunities can leave reps unprepared for actual sales situations they'll encounter in the field.
For example, if the client asks for a live demonstration of a specific feature, seller stumbles, unable to navigate the software smoothly. The client, unimpressed, decides not to proceed further. This situation could have been avoided if they had been given ample opportunity to practice product demos during his onboarding.
Information Overload
Bombarding new sales reps with too much information too quickly can be overwhelming. This can lead to confusion and make it difficult for them to retain important details, ultimately hindering their ability to apply what they've learned effectively.
Lack of Ongoing Support and Feedback
Many companies make the mistake of thinking onboarding ends after the first few weeks. Without ongoing support and regular feedback, new sales reps can feel abandoned and struggle to improve their performance over time.
Failure to Set Clear Expectations
Without clear expectations and performance metrics, new sales reps may feel lost or unmotivated. This can lead to misaligned efforts and disappointing results for both the rep and the company.
10 Tactics for Better Sales Onboarding and Training
Now that we've explored the potential roadblocks, let's shift our focus to the strategies that can transform your sales onboarding and training program. These ten tactics are designed to address the common issues we've discussed and provide a comprehensive framework for developing a high-performing sales team.
To tailor these tactics to your team, start by assessing where your team needs targeted B2B sales training and onboarding.
Whether you're starting from scratch or looking to refine your existing process, these tactics will help you create a robust, effective onboarding experience.
1. Create a Structured Plan with Clear Objectives and Milestones
Developing a comprehensive onboarding plan is crucial for your new hires' success. Your plan should cover all aspects of the role, from company culture to specific sales techniques. By breaking the process into clear milestones, you'll provide your team with a sense of progress and allow for periodic assessments.
2. Maintain An Up-To-Date Library of Resources
Empower your sales team with a centralized repository of training materials. This should include a diverse range of resources such as books, articles, videos, and online courses. By utilizing a sales enablement platform or Learning Management System (LMS), you can efficiently deliver, track, and manage this content. This approach allows your team to learn at their own pace and easily access information when they need it most.
3. Gamify Your Onboarding Program
Increase engagement and motivation by incorporating gamification elements into your onboarding process. Consider implementing point systems, leaderboards, or achievement badges for completing training modules or reaching performance milestones. This approach can make the learning process more enjoyable and foster a spirit of healthy competition among your new hires.
4. Train, Support, and Provide Resources
Recognize that your team members may have different learning styles. Offer a variety of training methods, including e-learning modules, workshops, and role-playing sessions. Provide opportunities for new hires to practice their skills in controlled, real-world scenarios, such as shadowing experienced team members or conducting supervised sales calls. Ensure that your new hires have access to all necessary tools and software from day one to set them up for success.
5. Foster Communication, Culture, and Mentorship
Creating a strong company culture and open lines of communication is essential for integrating new hires. Organize team events and introductions to help them feel part of the team. Implement a mentorship program, pairing new hires with experienced team members. According to industry reports, sales representatives consistently rate mentoring as one of the most effective components of an onboarding program.
6. Implement a Buddy System
Take inspiration from successful corporate onboarding programs, such as Microsoft's buddy system. Assign each new hire a "buddy" who can provide informal support and guidance. This approach has shown remarkable results: Microsoft found that 97% of new hires who met with their buddy more than eight times in the first 90 days reported that their buddy significantly helped them become productive quickly. Moreover, after 90 days, new hires with buddies were 36% more satisfied with their onboarding experience compared to those without buddies.
7. Implement Microlearning and Just-in-Time Training
In today's fast-paced sales environment, traditional lengthy training sessions may not always be practical. Consider breaking down complex sales concepts into bite-sized, easily digestible modules. Utilize a microlearning platform to deliver short, focused lessons that your sales representatives can access on-demand, precisely when they need the information. This approach caters to modern attention spans and allows for flexible, continuous learning that can be easily integrated into your team's daily routines.
8. Create a 'Sales Playbook' Wiki
Develop a collaborative, easily updatable online sales playbook. This living document should serve as a comprehensive resource containing best practices, proven scripts, effective objection handling techniques, and success stories from your top performers. Encourage all team members to contribute their insights and experiences. By fostering a culture of shared learning, you ensure that your playbook stays current with evolving market conditions and that your entire team benefits from collective wisdom.
9. Implement Peer-to-Peer Shadowing Rotations
Organize regular shadowing rotations where new representatives observe different experienced team members. This exposes them to various selling styles and techniques, helping them develop their own unique approach. Beyond skill development, this practice promotes cross-team collaboration and knowledge sharing. It's an excellent way for your new hires to gain practical insights and for your experienced team members to reinforce their own skills through teaching.
10. Foster Continuous Learning
Remember, effective sales training doesn't end after the initial onboarding period. To keep your team at the top of their game, extend learning opportunities throughout their careers. Schedule regular training sessions to update your team on new products, industry developments, and emerging sales techniques. There are plenty of free sales training programs for different needs and subject areas.
Organize knowledge-sharing sessions where team members can exchange experiences, success stories, and challenges they've overcome. Consider implementing cross-departmental training to give your sales representatives a broader understanding of the business, helping them to become more versatile and effective in their roles.
By implementing these tactics, you're not just creating a sales onboarding program; you're building a culture of continuous improvement and excellence. This approach will not only accelerate your new hires' time to productivity but also keep your entire sales team engaged, motivated, and constantly evolving to meet new challenges.
Remember, the most successful sales teams are those that never stop learning and adapting. By investing in a comprehensive and ongoing training program, you're investing in the long-term success of your sales team and your organization as a whole.
Showell: For Engaging and Accessible Sales Onboarding and Training
As we've explored throughout this article, effective sales onboarding and training is a critical investment in your team's future. Implementing the ten tactics we've discussed can help you create a robust sales readiness program that accelerates time-to-productivity, improves employee satisfaction, and boosts retention rates. However, executing these strategies effectively often requires the right tools and support.
This is where Showell comes in. As a comprehensive sales enablement platform, Showell is designed to support many of the tactics we've discussed:
- Centralized Resource Library: Showell provides a centralized repository for all your sales materials, making it easy for your team to access up-to-date information when they need it most.
- Microlearning Support: With Showell, you can create and deliver bite-sized, easily digestible content modules, perfect for just-in-time learning and ongoing training.
- Performance Tracking: The platform offers analytics and tracking features, helping you set clear expectations and monitor your team's progress through various onboarding milestones.
- Mobile Accessibility: Showell's mobile-friendly design supports continuous learning, allowing your team to access training materials and resources on-the-go.
By leveraging Showell's capabilities, you can create a more engaging, accessible, and effective sales onboarding and training program. This not only equips your new hires with the knowledge and skills they need but also supports your entire sales team in staying updated and continuously improving their performance.
As you refine your sales onboarding process, Showell can be a valuable ally in fostering a culture of continuous learning and improvement. With the right strategies and tools in place, you'll be well-positioned to build a resilient, high-performing sales team ready to face the dynamic challenges of the modern sales landscape. Experience the difference for yourself - book a demo with us or get started with Showell Free today.
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