Here’s my presentation from today’s AA-ISP, Atlanta Chapter meeting.
In case the images are too cryptic,I’ll briefly summarize:
The four foundational elements of a successful sales on-boarding process are:
1) Expectations – What do you expect your sales team members to know, do and exhibit;
2) What is the sales process for these team members? A sales process must include the steps and tools sellers need to complete, the know-how to get them done, and the metrics they are trying to achieve;
3) The messaging tools to execute in each step of the sales process – scripts, questions, templates, for individualized conversations, etc., and
4) Have a model for pre-call practice as well as looking back on how the call went (“retrospecting”).