Setting Your New Salesperson Up For Success!
If you’ve ever had the opportunity to interview candidates for sales positions, I think you’ll agree it’s a very challenging task. Interviewing for that “PERFECT” candidate for any position is close to impossible, and spotting the next Tony Robbins is a HUGE PROCESS in itself. The question however is after you’ve found that diamond salesperson in the ruff…is the courting period over? Absolutely not. It is crazy to me that a lot of companies today will go through an extravagant recruiting and selection processes in order to obtain what they see as the best and brightest candidate, and then not have in place a thorough well thought out on-boarding plan to ensure that the new hire is set up for success…..and to me that’s criminal. The cost of bringing in talent to sell your product/service can be very expensive, having to let them go because of a poorly designed on-boarding plan can cripple a company. Industries that provide a company car, expense account, bonus money, and of course a base salary for a new hire can’t afford to not properly train and develop that new hire. I’ve always screamed during my time in corporate America that the on-boarding process for new sales hires should be heavily measured based on a R.O.I. thinking theory. How we properly set up the new sales hire’s on-boarding process can either pay off huge dividends…..or create a train wreck circumstance that can literally last for quite some time. That is real talk. There are many ways to build a proper on-boarding process for any company and I recommend you have all hands on deck in determining that process; it should not be evaluated in a vacuum. Building a sustainable and profitable on-boarding infrastructure for a sales organization takes time however the pay-off can have an immediate impact on bottom line profits.
Check out this presentation that provides an overview on building a successful “On-boarding” process for your New Sales Hires: http://www.slideshare.net/aharrell2000/setting-up-new-salesperson-or-success
AH2 & Beyond Consulting