The success of a sales team relies heavily on effective onboarding processes for new hires. According to Spekit’s 2022 Sales Training & Onboarding report, more than 90% of sales leaders attribute the hiring and onboarding process to be important or even critical in enabling sales reps to achieve targets.
By providing a comprehensive and structured onboarding experience, organizations can set entry-level sales professionals up for success and maximize their potential. In this post, read about five key considerations for onboarding entry-level salespeople. Also, learn more about TSRM’s FastStart program, which provides entry-level IT sales representatives with fully customized sales enablement onboarding.
1. Setting Clear Expectations and Goals:
During the onboarding process, it is crucial to communicate the job responsibilities, performance metrics, and targets that entry-level sales professionals are expected to achieve. This clarity will provide them with a roadmap to success and motivate them to perform at their best. Setting realistic goals also helps create a sense of accomplishment, boosting their confidence and encouraging them to develop further.
To effectively establish clear expectations and goals, consider:
Defined Job Responsibilities: Provide specific tasks that the entry-level salespeople will be responsible for, such as generating leads, prospecting, conducting sales presentations, negotiating contracts, or building customer relationships.
Performance Metrics: Identify the key performance indicators (KPIs) that will be used to evaluate success; these metrics should be tied to specific timetables (i.e., daily, weekly, quarterly, etc.). Examples of KPIs include conversion rates, revenue generated, or customer satisfaction ratings. Explain how these metrics align with the overall sales strategy.
Achievable Targets: While it is important to challenge entry-level salespeople, it is equally important to set realistic target to prevent burnout. Divide long-term goals into smaller milestones to provide a sense of progress.
Consistent Feedback: Throughout the onboarding process and beyond, consistently review the progress of entry-level salespeople against their goals. Schedule periodic performance evaluations to discuss strengths, areas for improvement, and opportunities for growth as well as provide specific and actionable feedback.
Collaboration and Support: Foster a culture of collaboration and support within the sales team where asking questions and seeking help is seen as a positive step toward growth.
2. Providing Comprehensive Product and Industry Training:
To excel in sales, entry-level professionals need a deep understanding of the products or services they will be selling, as well as the industry in which they operate. Ensure that your onboarding program includes comprehensive product training sessions that review features, benefits, and competitive advantages. Additionally, prepare industry-specific insights such as an overview of the industry landscape, market trends, and key competitors. This knowledge will empower salespeople to confidently address customer inquiries and objections.
To enhance the product and industry training, consider:
Hands-on Product Experience: Encourage entry-level salespeople to use the products, attend product demonstrations, or participate in simulations that mimic real-life customer interactions. By gaining hands-on experience, they can understand the product’s value proposition and effectively convey it to potential customers.
Cross-Functional Collaboration: Sales professionals need to work collaboratively with other departments such as marketing, product development, and customer support. Include sessions where entry-level salespeople interact with representatives from these departments to understand their roles and learn about the broader business ecosystem.
Customer Persona Training: Provide training on empathizing with different customer personas within the target market. This can help entry-level salespeople customize sales strategies and establish stronger connections with potential buyers.
Industry Trends and Competitive Analysis: Continuously update entry-level salespeople on emerging technologies, changes in customer preferences, competitor strategies, and product differentiators. By staying ahead of industry trends, they can position themselves as knowledgeable advisors to customers.
3. Offering Mentorship and Shadowing Opportunities
Pairing entry-level salespeople with experienced mentors is an effective way to facilitate their development. In fact, research from Gallup’s Center on Black Voices found that employees with a mentor or sponsor are more than two times as likely as those who do not have one to strongly agree that their organization facilitates a clear plan for them to develop their careers. Assigning mentors who have a proven track record in sales allows new hires to learn from their expertise, observe successful sales techniques, and seek guidance when facing challenges.
Similarly, encouraging shadowing opportunities allows new salespeople to observe experienced team members in real-life sales interactions.
To enhance mentorship and shadowing opportunities during onboarding, consider:
Thoughtful Mentor-Mentee Pairings: When assigning mentors to entry-level salespeople, consider the strengths, personalities, and learning styles of both parties. Thoughtful pairing creates a positive and productive mentorship relationship.
Structured Mentorship Program: Establish a structured mentorship program that outlines expectations, goals, and responsibilities for both parties. When mentor-mentee relationships are established formally (e.g. through an organizational program or assignment process) versus informally (e.g. through meeting organically), the results are more prominent. The Gallup Workplace report shows that 97% of employees with formal mentors/sponsors strongly agree that their organization facilitates a clear plan for their career development versus 75% of those with informal mentors/sponsors.
Shadowing Opportunities: Arrange opportunities for new salespeople to shadow experienced team members during sales meetings, client calls, or presentations. This firsthand observation allows them to witness successful sales techniques. Encourage mentors to provide explanations during shadowing experiences to maximize learning.
4. Incorporating Sales Simulations
Sales is a dynamic field that requires excellent communication and negotiation. Incorporating role-playing exercises into the onboarding process provides entry-level salespeople with opportunities to refine their sales techniques in a safe environment. These simulations can involve common sales scenarios, objections handling, and negotiation exercises.
To enhance the effectiveness of role-playing and sales simulations during onboarding, consider:
Tailored, Realistic Scenarios: Develop role-playing scenarios that mimic real-life sales situations. Tailoring the scenarios to the products or services they will be selling makes the training even more relevant: you can even use props, scripts, and sales tools.
Peer Feedback and Collaboration: Encourage entry-level salespeople to provide feedback to their peers during role-playing exercises. This fosters a supportive learning environment and allows salespeople to learn from each other’s strengths.
5. Supporting Ongoing Training and Development:
Effective onboarding should not be limited to the initial stages of employment. It is essential to continuously invest in the development of entry-level salespeople. However, a 2023 Zippia report mentions that one in four employers state that their onboarding process is only one day or less. Only 11% of employers stated that their onboarding process was spread over three months or more.
Providing regular training sessions on advanced sales strategies, new product updates, and emerging market trends is crucial. Additionally, encouraging entry level salespeople to attend industry conferences, webinars, or workshops can expand their knowledge and network. By prioritizing ongoing training and development, you create a culture of learning within your sales organization.
To enhance ongoing training and development for entry-level salespeople, consider the following:
Personalized, Continuous Development Plans: Work with each salesperson to create customized plans based on their strengths, areas for improvement, and career aspirations. Regularly review and update these plans to ensure they align with changing business needs and market trends. Offer opportunities for continuous skill development through workshops, webinars, or online courses.
Advanced Sales Techniques: Offer advanced sales training sessions that delve deeper into specific sales techniques and strategies. These sessions can cover topics such as consultative selling, relationship building, objection handling, and closing deals.
Product and Industry Updates: Provide regular updates on product enhancements, new releases, and changes in the industry landscape through periodic training sessions or newsletters. This empowers salespeople to communicate the most relevant information.
Market Trends and Competitive Analysis: Conduct training sessions focused on market trends and competitive analysis to help salespeople stay ahead of the competition.
Coaching: Provide opportunities for one-on-one coaching sessions to address specific challenges, set performance goals, and offer support in their professional development. This ongoing coaching helps entry-level salespeople continuously improve their skills.
Onboarding entry-level salespeople requires a thoughtful approach to maximize their potential. By setting clear expectations, providing comprehensive product and industry training, offering mentorship opportunities, incorporating sales simulations, and supporting ongoing training and development, organizations can empower their sales team members to excel in their roles. Investing in a robust onboarding program pays off, as it not only enhances the performance of entry-level salespeople but also contributes to the overall success of the organization.
TSRM’s FastStart Program: Customized Sales Onboarding
Our FastStart program offers a customized sales enablement onboarding solution that trains entry-level IT sales reps in only six months. We work with major accredited universities to find top recent graduates, then pass the most qualified candidates to the hiring solution provider for interviews. Successful candidates are paired with a TSRM mentor who guides them throughout the process. After completing our FastStart training course, the candidates begin a hands-on apprenticeship with the solution provider where they learn from real-world experience.
To learn more about FastStart, please visit our website or contact us and a TSRM representative would be glad to help.
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