From webinar "Shorten Your Sales Onboarding Process to Unlock Growth" presented on May 1, 2012. Presented by Imparta through Training Industry.com.

1. Today’s Session: Today’s Sponsors:
Shorten Your
Sales
Onboarding
Process to
Unlock
Growth
May 1, 2012

2. Tips for the Webinar:
Tweeting? Please use this tag: #SalesOnboarding
(800) 263-6317 or (805) 690-5753

3. Richard Barkey
• Founder & Chief Executive, Imparta
• Formerly with McKinsey & Co.
• Planned and implemented large-scale change
management projects.
• Trainer and consultant in strategy and consultative
selling
• Works with individuals at all levels in a range of
sectors, including technology, telecom, financial
services and communications

4. Shorten Your Sales Onboarding
Process to Unlock Growth
Richard Barkey
Founder & CEO, Imparta

5. What/who is Imparta?
80 full time staff and 130+ accredited trainers worldwide
Imparta Inc. based in Austin, Texas

6. We’ve been around a bit…

7. What’s your growth engine?

9. Cost of hiring a salesperson $000
Recruiter fee @ say 20% (if used) 22
Internal cost of recruiting 3
Internal cost of induction 7
Guaranteed commission (where given) 24
Share of costs of failed hires 48
Total one-off costs 104
Salary, approx. 112
Employment tax 16
Travel & accommodation expenses 26
Manager time (coaching etc.) 12
Total recurring costs per year 166
Total first year costs 270

11. The Four Types of Hire

12. How do the four types perform?
Breakeven

13. So…

14. Revenue Generation in Year 1 =

15. Revenue Generation in Year 1 =

16. Improve the candidate pool
• Analyse your successful hires
• Target people with a strong contact base selling similar products
with similar buyers, sales cycle, level of customization, decision-
making process, etc.
• Beware the simplistic approach

18. Create an early-warning system for
poor hires
• Spot “Non-Runners” early. They cost a great
deal & use up a space on the team
• Don’t just look at revenue - focus on the
actions that lead up to revenue.
• Have people built trust, formed relationships,
identified opportunities, displayed the right
competencies, built the early stages of a
pipeline?
• Don’t be fooled by a single “huge opportunity”

19. Revenue Generation in Year 1

20. Rapid and intense on-boarding
• Do you train in the company’s products, services
and operating procedures ASAP? Use your best
salespeople to help create the training
• Do you build the all-important internal network
from day one? The best salespeople know how
to get things done inside their own organization.
• Do you train new hires in your sales
methodology as quickly as possible?
• Do you create a sense of teamship and
belonging – especially if not office-based?

21. Inject the new hire into client situations
• Sprinters are often introduced into the heart of
a customer situation early in their tenure
• This builds confidence & provides practise
• Easier for a good salesperson to “leapfrog” than
to penetrate the hard shell of a cold target
• So introduce new salespeople to a few customers
- or even just warm connections - as soon as you can

23. Revenue Generation in Year 1

24. Look for "undersold opportunities"
“За двумя зайцами погонишься, ни
одного не поймаешь”
- Russian Proverb
“If you chase two rabbits, you
will not catch either one”

25. Target accounts in the “comfort zone”
Look for accounts
that have been a
customer of just
one part of your
business for a
long time

26. Work on your overall lead generation

27. Improve the new hire's skill and will in
networking
Skill
Motivate Leverage
Reassign Coach
Will

28. Revenue Generation in Year 1

30. Use a formal planning methodology

31. Use a formal planning methodology

33. Revenue Generation in Year 1

34. Use a formal pitch strategy process

36. Read up on the Locus of Control

37. Does it work?
Months to first revenue, Imparta new hires
6
12
Pre
initiative
9
12
Post
2 initiative
(so far!)
0 5 10 15

38. Free Excel Tool
clientenquiries@imparta.com

39. Any Questions?
Richard Barkey,
CEO & Founder, Imparta
Richard@Imparta.com to discuss the content
clientenquiries@imparta.com for a copy of the spreadsheet tool!
www.Imparta.com

40. • May 9: Social Media’s Role in Learning & Development
• May 15: UpSolving: Tapping the Revenue Potential of Your Service Team
• May 16: Business Impact and the Human Brain: Hidden Perspectives
• May 22: Leading Enterprise-Wide Change: Inspiration to Implementation
For More Info / To Register / To Access Archive:
Type “Webinars” into Search Box at TrainingIndustry.com
Type “On Demand” into Search Box at TrainingIndustry.com

42.  On behalf of TrainingIndustry.com, thanks to:
 Today’s Speaker: Richard Barkey
 Today’s Sponsor: Imparta
 All of you for attending
 Questions or Comments? Please contact Tim Sosbe:
tsosbe@trainingindustry.com