Comprehensive Sales Onboarding Can Turn Failure into Success
When it comes to training new and entry-level IT sales reps, don’t underestimate the power of a comprehensive onboarding program. Nearly 50% of college graduates will work in sales, but 55% of salespeople don’t have the skills to succeed. Here’s how you can get your sales reps up to speed on your organization’s tools and techniques.
Quality Training Helps to Retain Talent
We’re facing a unique job market in 2022. Thanks to the Great Resignation, more employees are paying attention to the quality of their work lives and will go elsewhere if they feel unappreciated. But they are also more likely to stay where they feel supported and valued. 65% of employees say the quality of training and learning opportunities positively influences their engagement.
Blend Sales Training with Hands-On Experience
Today’s entry-level sales reps are tech-savvy and willing to learn but may not have real-world experience. They also may not be familiar with the nuances of the sales cycle and how to qualify and nurture leads. That’s why your onboarding program needs to combine sales rep training with mentorship and hands-on learning. Research from Accenture shows that for every dollar spent on training, companies receive an estimated $4.53 in return—an impressive 353% ROI.
Focus on Sales Enablement Tools
While new IT sales reps may have general tech skills, they’ll need a fundamental understanding of the latest sales technologies. Use of sales enablement tools has jumped an astounding 567% in recent years, a reflection of their key role in today’s sales environment. If your reps aren’t getting the most out of your sales enablement tools, you’re not achieving maximum potential.
Mentorship Leads to Sales Team Success
Did you know that salespeople who understand your organization’s methodology and receive continual coaching see a 73% attainment in quota? By pairing your entry-level sales reps with experienced mentors, you’ll not only help your new reps gain needed skills, you’ll also boost the confidence and success of your experienced reps. And the team as a whole will benefit from working together and learning from each other’s strengths and skills.
TSRM’s FastStart Program: Customized Sales Onboarding
Our FastStart program offers a customized IT sales enablement onboarding solution that trains entry-level 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 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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