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.
If you currently have at least 10 reps and plan to hire another 10 reps in the next three, six, nine months, and you don't have a dedicated sales onboarding process in place, you are in big trouble.
And I mean big trouble.
You need to get this in place as soon as possible. Maybe you just received a $20 million check of some sort. How do you expect to take your business to the next level? How do you expect to scale your sales team if you don't have a consistent process in place from an onboarding perspective?
You probably have got the remanence of a sales process, but you need a process to be working from onboarding perspective as well. Otherwise, you're going to have B players and C players picking up the phone with no process in place.
TL;DR: Check out this video to get a quick rundown of this blog post.
Creating Consistency In Your Sales Onboarding
Imagine you had a completely consistent method for scaling and onboarding all of the new reps you bring to your organization.
Your company is continuing to grow, you're in that mode of growth, so you need to have this part of it completely standardized and predictable. You want to have it repeatable, and you want people to be able to follow this process from day one.
These tools or these processes from an onboarding perspective, need to be measurable. They need to have outcomes that can be measured such that your sales managers, your sales enablement leaders, and yourselves can all be more effective at getting reps up to speed quickly, and make better decisions as your reps are ramping.
Your sales onboarding process needs to be as predictable as your actual sales process. You want to know that your deals of a certain persona can close within a certain period of time. You need the exact same predictability and consistency with your sales onboarding program as you continue to scale.
Let me walk through our quick framework on how to make this happen at scale.
We call this the Sales Onboarding Core Structure™. And it's basically going to work out to be five circles.
The first circle here is people. So who are the players involved. Think of creating a hierarchy of all the key people that are going to be responsible for different pieces of the onboarding program. It can be sales leaders, it could be sales ops, it could be the sales management team, the reps themselves. Who's accountable for what, and by when?
The next circle is process. You need to have some type of process or framework in place. Now, this doesn't have to be very complicated. I've said that in the past. But you need something that's consistent and in place that can be benchmarked, and that can be measured.
The next circle is the tools. What tools are the reps going to be using during their onboarding process, and how will they help? So you want the rep tools here. This is to make them better at their job. You also want the enablers, so be it the sales enablement team, managers, to have tools to be effective. Also, you can see how reps are progressing and starting to get insights, so you can create a consistent and repeatable sales onboarding process.
The fourth circle is training. What training and materials do you actually need to drive all of these results in a consistent way? What type of coaching is required? What type of practice should be in place? And what type of content should the reps have access to from a training perspective?
And the last and final circle here is the metrics. How are measuring success? So what are the outcomes? What are the different milestones?
And by bringing all five of these together, you're really getting what we call this Sales Onboarding Core Structure™ to get you started on building a complete predictable and consistent form of onboarding for the next 10, 20, 100 sales hires as you continue to scale.
Typically, when sales leaders first get started, they'll just quickly put an onboarding thing together. It could be in Google Sheet of some sort.
They'll kind of mix content together, but yet they probably got a fairly consistent and step by step by process for the sales or customer journey.
It has to be the same when it comes to onboarding your new reps. Keep in mind all the different people who are involved in this process as we mentioned earlier. Think of all the people this onboarding process is going to affect, other than just the new hire. We have to get everyone involved and make sure you map everything to this process.
At this stage of your company, it's just unacceptable, unacceptable to not have consistent and repeatable sales onboarding process in place.
You have to get it down. And then it's important that within your process, you have it such that it's going to be a foundation as you continue to scale. Unless you're only planning to hire a handful of reps over the next year or two years, don't worry about it. But if you have plans of growth and plans of growing your organization, growing revenue like never before, you need a repeatable and predictable sales onboarding program.
So as we said, include the people, the process, the tools, the training, and all the metrics to get the best results for your sales onboarding program today, tomorrow, and as you grow in the future.
If you want to learn more about building effective sales onboarding programs, download our latest ebook here.
David Bloom is the CEO & Founder of LevelJump, a sales onboarding and enablement solution built on the Salesforce platform. Prior to founding LevelJump David built and sold a corporate training company and held a variety of sales and marketing leadership roles at Fortune 500 life sciences and technology companies including Salesforce.com, GSK and Pfizer.