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As a sales leader, it’s assumed that you’re good at adapting to change.

Which is important because the current environment needs great sales leaders who are nimble and can successfully pivot. Most sales forces have had to shift from in-person to virtual onboarding, but there are ways to make your team stand out and succeed despite the change. 

A first-rate onboarding process will push new reps closer to their first deal and achieve the team’s goals. Consider also that effective onboarding can speed up the ramp-time to full productivity by up to 18%. Imagine having a team that gets their first meeting, opportunity, deal and consistent quota achievement faster. 

You can make it happen by following the steps below.

Guess who’s back.

Back again.

Shaffer’s back.

Your CS friend.

This is part 1 of a 4 part series on CS onboarding & enablement. Stay tuned for part 2 next month!

Peloton is a tech / fitness company launched in 2012 and is reportedly now approaching an $8 billion evaluation. In addition to being wildly successful, they’re the first company to break the SoulCycle cult, surpassing their active users in Q4 2018.

How do you onboard new sales reps who aren't in the office? That are remote?

Do you know how to measure training effectiveness metrics?

Do you know what needle you need to move to drive business impact?

You might have a long ramp time. Maybe you want to show that you're improving it, cutting it down. But you can't always wait six months to stand in front of your VP of sales to show, “Hey, our onboarding is getting better.”

So what do you do? Today, we’re going to give into how to measure training effectiveness metrics.

What do you mean you don't have a sale onboarding process in place? Are you kidding me? Every one of you, you need to have a sales onboarding process in place.

How do you reverse engineer the building of a sales onboarding program, such that it completely aligns with your company goals?

Any good sales rep will tell you – the most valuable resource they have is time.

Which is why it’s absolutely critical to both understand and improve your sales productivity.

And sales enablement is the team best poised to help.

What if you could improve ramp time by 5-20% next year? What financial impact would this have?

So I have to be honest, I am really getting annoyed with sales teams or sales enablement and operations teams that are completely overcomplicating sales onboarding.

What should you include in your sales onboarding? Right now, imagine that you're tasked with getting your reps to quota.

How are you going to do it with all of these new reps that just started at your organization? What content are you going to use? What training is going to help these reps ramp quickly?

How do you improve your sales onboarding programs over time?

What metrics should you be measuring specifically to really determine if your sales onboarding program is actually succeeding?

How do you quickly create an effective sales onboarding process? Hard thing to do for sure, and many times it’s just knowing where to start and what you want to do.

All right, hear me out here. I am really tired of listening to sales enablement managers, or any sales leader for that matter, talking about certifications as the be-all, end-all of sales onboarding.

What do you need to do to really engage your sales managers to be part of your sales onboarding program?

How do you quickly create sales onboarding content so you can get your team ramping faster?

We’ve all heard the news - there’s a massive problem happening in sales - quota attainment has been in a steady decline for years.

My very first sales job was during the summer between my first and second year of university. My dad had a close friend who owned his own company, and because his friend was a decent guy, he took me on as his paid intern for the summer.