On-Boarding (or In-Boarding) Salespeople to your Sales Team

[slideshare id=9270159&w=425&h=355&sc=no]

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”).

Good selling!