The success of a business may rely on how quickly sales team members are fully trained and ready to do their job. Even the most experienced sales person will have some sort of learning curve or acclimation period when he/she joins a new company.
A lot of businesses hire new sales representatives with the thought in mind that it’s going to take at least 6 months to get them up to speed. What if your company doesn’t have that kind of time and needs a sales force that is ready to go much quicker?
Amanda Wilson of Qvidian offers suggestions as to how to ramp up the sales force a little quicker. In a 2014 article she stated that twenty-nine percent of companies expect to expand their sales organizations between 10%-30% in the coming year, with over 6% expecting to grow over 30%.
With anticipated growth in sales organizations, onboarding and ramping new sales staff as quickly as possible becomes paramount to sales leaders.
Leaving traditional training programs behind, creative and innovative sales leaders are looking to other approaches to get the sales force ready sooner.
Streamlining – Sales leaders are scrutinizing their systems, techniques and materials that have been used for training to see what they can pull together into one place or one strategy. Can the sales reps access all of their materials in one place? Do they have a designated “go-to” for finding the data they need? The quicker a sales rep can become familiar with where to find things and who to contact for information, the quicker they can be generating leads and sales.
Best Practices – Newer sales reps may bring fresh ideas and/or try to bring techniques that worked at other companies with them to their new job. While initiative is often appreciated by a sales leader, it’s also important for the new sales reps to understand what the company’s best practices are for getting sales and keeping customers happy. Sales leaders will need to run through all of the acceptable and non-acceptable practices of the business so that sales reps are armed with the best way to handle certain situations.
Information Push – Communication is key to any business’s success and even more so when it comes to sales. Sales Reps who have to dig for information or ask around about what is going on is going to set the business and the sales rep back. A good sales leader will give the sales rep the tools he/she needs to be successful and information is worth its weight in gold. Lee Salz advises that companies need to identify all of the things a sales person needs to know and write it down. All of it. Then, once you have the list of things, categorize it based on when the rep needs to know it and if they already know it. By giving the sales rep the information they need in an organized and timely fashion, there is less confusion and less of a chance of a delay because they don’t know what they don’t know and seek answers from people who may or may not give the correct information.
Einstein Marketing Group can help you formulate a plan to get your sales reps informed, trained and ready to go quicker. Let our Sales Coaching program help you and your business.