Many companies cobble together programs to onboard new sellers from existing company materials. The result looks like a hodgepodge because it is one. A company history. Compliance training. Technical reviews. Digital devices. A two-day sales program. There’s little consistency, and these companies are challenged to keep their curriculum up-to-date and to understand how everything should link together in order to create a greater impact.
The result: new hires fail to live up to their potential, and the longer it takes them to learn the ropes, the more opportunities are delayed or lost to competitors. Meeting your revenue goals likely means you are frequently tasked with replacing or adding new salespeople to your team, so a faster, more effective onboarding solution is necessary for success.
What Does it Take to Onboard New Sellers Fast?
One critical element of sales onboarding programs is the ability to ramp quickly. Time to proficiency is critical for new sellers because long-term success often depends on the confidence that comes with early wins. New hires must start learning on day one.
Not only is it important for sellers to start learning, they must also start learning quickly. The key to getting new sellers to start learning quickly is to employ a variety of learning techniques to reduce the cognitive load on learners and make concepts easier to absorb and recall.
Finally, a successful onboarding program for sellers is supported by a learning sustainment plan and ongoing sales coaching. Selecting a solution that includes baseline assessments, performance tracking, and tools to help managers gain insight into the seller’s skill development ensures that sellers stay motivated throughout their learning journey. It also helps sales managers provide objective feedback and coaching interventions that occur when and where they are needed
At Richardson, we help your team build confidence from the start by showing them how to create great customer engagement. Our adaptive online platform, Accelerate, is built specifically for salespeople. We help new sellers build skills fast so that they can get out in the field and hit the ground running.