Post on 16-Apr-2017
transcript
How Some Companies Get Close to 100%
New Sales Hire
Success
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One part of Sales Hiring
isSelecting for
Success
Let’s assume, all managers hiring salespeople, will be aiming to select suitable people in the first place.
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Selection is at best 50% of
new hire success.
Selecting well, does not mean the new sales hire will succeed i.e. make their numbers, in a reasonable timeframe.
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No matter how you
select new salespeople
…
One morning the new sales hire turns up with high expectations.
As many as 81% of these new hires fail.
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What’s the definition of “fail”
Either the new sales hire fails outright – they leave pretty quickly, or
The new sales hires take much longer to produce revenue than expected.
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We’ve on-boarded
thousands of new
salespeople
Some were new to sales. The majority had sales experience.
And this we do know …
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The Standard New Hire
Roadmap is usually not
about selling
Most new sales hires do get training.
It’s usually and mainly in “product” and “systems.”
This is where new sales hiring goes wrong.
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Selling needs to be on the onboarding
agenda, from Day 1.
Unless pure selling topics are introduced from day 1, selling gets relegated until later.
Selling then has then to fight its way back onto the agenda in a fog of information and detail.
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The Priority
Onboarding Items
Companies that have (well) above average new sales hire success, introduce the following items, as soon as the new sales hire is available.
(The number of days / weeks per item, will vary by company and situation).
What language describes the
selling / buying process?
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Ideally, Visualise your Sales Process to Engage the
New Hires
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2. Prospectin
g
Prospecting is the 2nd item that has to be on a new sales hire Onboarding schedule
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It’s Your Prospecting Process
The new sales hires need to hear the language that they need to use to engage prospects for your offering
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Value Proposition
New sales hires need to work with you to translate your value proposition into actionable language that can be used in a selling context.
Remember: you train in prose, but you sell in poetry!
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3. Sales Messaging
New hires need to learn a language that engages and closes prospects.
Spend as much time as is needed on this topic.
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Comment from a New Sales Hire I know that product knowledge is important, but it’s not as valuable to me as constructive language that helps
me advance prospect conversations. [Science & Technology Sector]
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In particular, deal with
the Obstacles the new
sales hires will meet
with prospects
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Moving Deals
Forward
Your new sales hires want to know the tools available to move deals forward.
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An Example of Deal Supports
that Move Prospect Forward
This is not “101” training. This is content that will be critical to the new hire success.
4. Oversight & Review
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New sales hires thrive from Day 1, when they have a (light) weekly overview conversation with the manager.
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Equip the New Sales Hire with a
Review Agenda
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Let’s Summarise:
The New Sales Hire
Onboarding Agenda
1. The company’s Sales & Buyer Journey Processes
2. Prospecting
3. Sales Messaging
4. Regular Review Agenda
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Wouldn’t a Seasoned
Salesperson know all this
already?
If you want your salespeople reliably bringing your unique vision, value, differentiation and messaging to the marketplace, you have to provide the tools!
Otherwise, it’s potluck and you underplay your hand and your investment!
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We have a Proven
Roadmap to Onboard New Sales
Hires – very –
Successfullyand fully tailored to
your markeplace
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More Useful Links & More Resources
How High Growth Companies Engage the Sales Team to Develop New Business: A Proven Framework
Engage the Sales Team Around Business Development
Unlock-Revenue-Using-the-Board
For Salesforce.com Users:
Unlock-the-Power-of-Salesforce-Using-the-Board
Turn Salesforce.com into a Powerful Tool for Business Development
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Contact Michael McGowanwww.visuforce.comp: IRL & EMEA: +353 1 9081298 | U.K. +44 207 1830165 | U.S.A +1 914 265 1260 | Mobile: +353-87-9449521e: michael@visuforce.comLinkedin