Finding qualified entry level sales reps can be a challenge. While many college grads have the drive and desire to succeed, they may not have knowledge of the latest sales enablement tools nor the experience to understand the nuances of the sales cycle. They’re also not familiar with your company’s unique sales process. Studies have shown that 55% of sales reps don’t have the necessary skills, and it can take 10 months or more for a new rep to become fully productive. With an average sales rep tenure of a year and a half, you can’t afford a “wait and see” attitude.
A well-designed onboarding program can shorten the acclimation time and smooth the sales rep’s path to success. The best onboarding programs involve not only training in the latest technologies, but mentorship and hands-on experience to help new grads get up and running fast. Research reveals that 27% of companies don’t offer any sales onboarding program at all for new hires. You can attract and retain top talent by providing an onboarding experience that gives your sales reps the tools to thrive.
Mentorship Provides a Springboard to Improved Sales Objectives
Teaming college grads with experienced mentors gives them the skills they need while simultaneously teaching them the ins and outs of your company’s sales cycle. Mentorship helps to develop a synergistic strategy that really brings in results. In fact, companies that invest in coaching are able to improve sales objectives by as much as 19%. Mentors can demonstrate how the sales process works in action, from identifying decision-makers within an organization to building the kinds of relationships that generate repeat business.
Design a Custom Onboarding Program for Entry Level Sales Reps
Onboarding begins with finding the most qualified graduates at accredited universities. Your screening process should evaluate interpersonal, communication and technical skills as well as areas of knowledge. A comprehensive assessment will reveal the most suitable candidates, who then move on to the next step of the onboarding process.
Entry level reps need a solid background in the intricacies of sales enablement tools including CRM systems and marketing automation. This means staying on top of industry news and trends by studying solution briefs, case studies and other materials, and following advances in social selling and telesales applications.
Customizing your training process is crucial. Not all roles are the same, and your sales reps need to be able to meet the specific needs for which they’re hired. According to a McKinsey study, leading organizations are twice as likely to customize training according to specific sales roles. All of this can be incorporated into the onboarding process, so that these college grads begin their tenures as sales reps already proficient in the tools and techniques they’ll be using.
Reinforce Training With Hands-On Participation in Active Sales Campaigns
Entry level sales reps can gain fundamental experience through participation in active campaigns alongside their mentors. According to research by The Training Industry, 84% of what was learned is lost within 90 days without ongoing reinforcement. Mentors can role play scenarios with candidates ahead of time, then review their performance and suggest improvements before participation begins. This level of one-on-one guidance is particularly effective in helping new reps retain skills.
At the end of the onboarding process, candidates’ progress can be assessed through metrics including sales enablement test results, telesales performance, and mentor evaluation. OEM sales certifications provide benchmarks that quantify results. Because hands-on experience has been baked into every aspect of onboarding, the new sales rep is ready to bring increased value to your organization.
TSRM’s Fast Start Program: From College Grad to Sales Rep in Six Months
If you’re looking for an improved onboarding solution, TSRM offers Fast Start, a proactive sales resource development program that recruits, trains, and mentors successful entry level sales reps for IT solution providers. Fast Start simplifies the onboarding process and produces results in only six months.
To learn more about Fast Start:
- Visit the Fast Start web page
- Download the Fast Start solution brief
- Contact us to learn how we can help
0 Comments