Onboarding New Salespeople
50mGeneral2024-07-16
Authors
CRFT Productions
Full-Service Learning Content Company
Ben Elijah
Course details
In this introduction to sales onboarding, Ben Elijah emphasizes the strategic importance of a strong onboarding program in today's complex sales environment. Highlighting the shift from traditional, sink-or-swim approaches to a more structured and supportive process, Ben illustrates how customer-centric, knowledgeable, and consultative sellers are crucial for success. He shares his extensive insights on building an effective B2B onboarding program that not only accelerates new sales hires' success but also serves as a competitive advantage. This course aims to equip you, as a sales enablement professional, with the necessary principles and tools to ensure the success of your new hires.
Skills covered
Sales ManagementCoaching and MentoringTalent ManagementSalesHuman ResourcesLimited SeriesLeadership and Management
Concepts
Introduction
- How to onboard new salespeople
Onboarding Principles
- What is onboarding
- Getting salesperson onboarding wrong
- Principles that make onboarding success easier
- Understanding your salespeople
Defining Performance
- Setting expectations with sales leaders
- Defining what sales performance means
- Salesperson competency construction
The First Three Weeks
- Preboarding your salesperson
- The first week in the sales role
- Weeks two and three in the sales role
- How to choose a sales methodology
Teaching Positioning
- Using storytelling when onboarding salespeople
- Using battlecards when onboarding salespeople
Certifications
- Milestone events during sales onboarding
- Designing certifications for salespeople
Ramping
- Measuring success of your salespeople
Conclusion
- Constant salesperson onboarding improvement