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Logistics for today’s call…. All attendee’s will be on “silent” mode during the presentation. Please utilize the “Questions” feature to ask questions; simply type in your question and press enter. At the conclusion of the presentation, the moderator will facilitate the “Question & Answer” session utilizing the “Questions” feature.
Sales Benchmark Index will…. Send a copy of the presentation to you Additional questions can be sent directly to: firstname.lastname@example.orgJoin us for our next Webinar…. GAIN ACCESS TO NEW CUSTOMERS BY RECRUITING BEETER CHANNEL PARTNERS. Thursday, March 8th , 2012 1:00 p.m. Central 30 minutes Register at: http://www.salesbenchmarkindex.com/webinar-recruiting-better-channel-partners/
George de los Reyes Brief Bio • Senior Consultant at Sales Benchmark Index • Prior to SBI, George was the CEO of a real estate development firm and management consultancy • Over (18) years’ experience in sales and marketing, operations, strategic planning, advertising, budgeting, pro ject management, public relations • George’s client list includes Thomson Reuters, Ryder Systems, Yahoo!, Conoco Phillips and Kindred Healthcare
on-boarding Goals “Begin with the End in Mind” Get new reps to goal more quickly Spot sales rep hiring mistakes earlier in the process Repeat on-boarding success with each new hire Make your firm more attractive to candidates Set new hire expectations
5 Steps to Effective on-boarding1. Identify the Key Metric for on-boarding Success2. Define a set of on-boarding Activities that drive the right selling behavior3. Establish a set of Learning Requirements that ensures a new hire acquires the correct role knowledge4. Create a Fast-Start Mentoring Program5. Ensure Sales Manager Accountability
Common Sales New Hire ExperienceContent by fire hose with little retention and then “sink or swim” “We need results now!” BURNOUT 7
Better way to Onboard new talentBalance immediate need for results with longevityBest Approach :Mentored learning and reinforcementthat drives rapid performance 8
Step #1 – Track the Right Metric Ramp Time to Full ProductivityDefinition: The KEY metric tomeasure success in sales rep on-boarding is the time it takes fora new employee to retire quotaat a rate that exceeds 100% oftheir goal (usually measured inmonths) B2B Benchmark in 2011 is 6.7 months* How long is your Ramp Time for your sales reps? * Source: SBI’s 2011 benchmarking database – US companies 9
Step #2 – On-boarding Activities A World Class on-boarding program includes on-boarding Activities designed to drive the right selling activities on-boarding Activities (i.e. Doing) • Ensures new hire is performing correct activities at desired rates • Provides an experiential foundation 10
on-boarding Activities – DoingDoing = Execution + EvaluationWhy are they important? Activities are used to demonstrate that the new hire has learned and retained the necessary skills and knowledge Impart skills from real-life situations Ensure that the on-boarding process is not a passive exercise that can be shirked A checklist and navigation aid for managers to use to confirm new hires are performing as expected during ramp time 11
Sales Rep on-boarding ActivitiesJob Execution is about doing the right things New Hires self-report progress SM Involvement Identified 12
Step #3 – Learning Requirements Best in Class on-boarding Programs combine on- boarding activities with Learning Requirements Learning Requirements (i.e. Knowing) • Provides a knowledge foundation • Uses collegiate concept to divide the content – 101, 201, 301, 401 13
Learning Requirements - Knowing A Learning Framework… Diminishes the “fire hose” effect Ensures consistency in new hire knowledge Helps managers focus reinforcement efforts Guides new hire on what they should be learning and when Provides a curriculum to keep knowledge developers, managers and reps on task14
Learning Requirement CategoriesUseful means to organize all necessary learning content 1. Internal Systems and Admin 2. Product 3. Marketing and Messaging 4. Sales Process 5. Competition / Differentiation 6. Sales Systems 7. Lead Management 8. Communication and Tools 15
Example Learning/Activity Track Acme Sales on-boarding 101 Interactions, Shadowing, Mentoring, etc.Weeks 1-2 Intro to Value Prop, Intro to Products, Live Demo Basic Product Quiz Week 3 Acme Sales on-boarding 201 Gartner Reports, White Papers, DifferentiationWeeks 3-8 Guide Product Acme Sales on-boarding 301 DifferentiationWeeks 4-6 Configuration Workshop, Customer Case Studies Role-Play Week 5 Acme Sales on-boarding 401 ProductWeeks 7-13 Detailed Product Training, Tech Deep Dive Knowledge Demonstrations Weeks 18-24 on-boarding Complete
Step #4 – Fast Start Mentoring Program Fast-Start Mentoring: For some practices there is no substitute for learning from the actions of those who know Participation in FastStart Calls with Sales Managers mentoring and/or VPs Running Mate Shadowing successful Sales Reps 17
Step #5 – Sales Manager Accountability Key to success is sales manager accountability Make your sales managers • Proactively track new accountable for new hire hire Ramp Time ramp performance • Contribute in on- boarding Activities • Participate in Learning Requirements (example: give training course) 18
5 Steps to Effective on-boarding1. Identify the Key Metric for on-boarding Success2. Define a set of on-boarding Activities that drive the right selling behavior3. Establish a set of Learning Requirements that ensures a new hire acquires the correct role knowledge4. Create a FastStart Mentoring Program5. Ensure Sales Manager Accountability
The Full Webinar recording including Q&A and downloadable slides can be accessed here
Further interest…. Sign-up for a free sales methodology planning consultation by: E-mailing email@example.com The Full Webinar recording including Q&A and downloadable slides can be accessed here Additional questions can be sent directly to: firstname.lastname@example.orgJoin us for our next Webinar…. “Gain Access to New Customers by Recruiting Better Channel Partners” Thursday, March 8th , 2012 1:00 p.m. Central 30 minutes Register at: http://www.salesbenchmarkindex.com/webinar-recruiting-better-channel-partners/ Thank-You for attending…