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How to Onboard Sales People

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Onboarding New Sales Personnel:

The Key to a Successful Sales Team

As a sales manager, you know how important it is to have a team of motivated and skilled salespeople. However, finding and hiring the right sales personnel is only half the battle. The other half is onboarding them effectively to ensure they are successful in their roles.

The Importance of Onboarding

Onboarding is the process of integrating new employees into your organization and providing them with the necessary knowledge, skills, and tools to be successful in their roles. Effective onboarding can help new sales personnel feel welcome and engaged, improve their job satisfaction, and ultimately lead to higher retention rates.

According to a study by the Society for Human Resource Management, organizations with a strong onboarding process improve new hire retention by 82% and productivity by over 70%. This is particularly important for sales personnel, who often have high turnover rates and require a significant investment of time and resources to train.

The Components of Effective Onboarding

Effective onboarding should include a combination of orientation, training, and ongoing support. Here are some key components to consider:

Orientation

Orientation is the first step in onboarding new sales personnel. It should provide them with an overview of the company culture, values, and mission, as well as an introduction to their team and the tools they will be using. Orientation should also cover important policies and procedures, such as sales processes and compliance requirements.

One effective way to provide orientation is through a formal onboarding program that includes a mix of classroom training, online learning, and on-the-job shadowing. This can help new sales personnel feel supported and confident in their roles.

Training

Training is the next step in onboarding, and it should be tailored to the specific needs of each salesperson. This may include product knowledge training, sales process training, and training on specific tools and technologies.

One effective way to provide training is through a combination of classroom instruction, online learning, and on-the-job coaching. This can help sales personnel learn at their own pace and apply what they have learned in real-world situations.

Ongoing Support

Ongoing support is critical to the success of new sales personnel. This may include regular check-ins with their manager, mentoring from more experienced salespeople, and access to additional training and resources as needed.

One effective way to provide ongoing support is through a formal coaching program that includes regular feedback and performance evaluations. This can help sales personnel stay motivated and engaged, and ensure they are meeting their goals and objectives.

Best Practices for Onboarding Sales Personnel

Here are some best practices to consider when onboarding new sales personnel:

Start Early

Start the onboarding process as soon as possible after an offer has been accepted. This can help new sales personnel feel welcome and engaged, and reduce the risk of them accepting a counteroffer from another company.

Assign a Mentor

Assign a mentor to each new salesperson to provide guidance and support throughout the onboarding process. This can help new sales personnel feel supported and confident in their roles.

Provide Clear Performance Expectations

Provide clear performance expectations and goals for new sales personnel. This can help them understand what is expected of them and stay motivated to succeed.

Use Technology to Enhance Learning

Use technology, such as online learning modules and virtual coaching, to enhance the onboarding process. This can help sales personnel learn at their own pace and provide ongoing support.

Measure Success

Measure the success of your onboarding program by tracking retention rates, productivity, and sales performance. Use this data to refine and improve your onboarding process over time.

Conclusion

Effective onboarding is critical to the success of new sales personnel. By providing a comprehensive onboarding program that includes orientation, training, and ongoing support, you can help new sales personnel feel welcome and engaged, improve their job satisfaction, and ultimately lead to higher retention rates and sales performance.