What is the cost of poor sales on-boarding, and what to do about it?
Welcome back for Issue 8!
Thank you for those who responded to our survey requests. Based on the initial response to the survey, we will produce two issues per month as opposed to one issue per week. I will also attempt to shorten my introductions. For those who have not responded to the survey, please click here and let us know what you think.
As for this week’s issue, we focus on helping you protect your new revenue investment (i.e., your new hire) with successful onboarding.
Also, please check out my friend David Garza’s contribution from a Fellow Trusted Advisor, The Cycle of Entrepreneurial Leadership.
The moment you feel the need to tightly manage someone, you’ve made a hiring mistake. The best people don’t need to be managed. Guided, taught, led–yes. But not tightly managed.
Jim Collins
Sales Onboarding: Protecting Your New Revenue Investment
by David Wuensch
You spent the past 30 to 90 days hiring your new salesperson (your new revenue investment). Now what?
You have probably seen the statistics, or worse yet, lived it. Reports show that replacing salespeople is a six-figure problem. Hiring the right salesperson for the right sales role was the first step in minimizing that risk. Successful onboarding is the …
The Cost of Poor Sales Onboarding: Nine Stats That Tell the Story
from BrainShark.com
While the first days and weeks of a salesperson’s time at your company are critical, it’s no secret that onboarding sales reps remains a huge challenge for many businesses.
In fact, a 2018 study from the Sales Management Association (SMA) found that 62% of companies consider themselves ineffective ….
Six Steps for Successfully Onboarding New Sales Reps
by Michelle Richardson, for BrooksGroup.com
Getting new salespeople up to speed quickly is a pivotal factor separating Best-in-Class organizations from their less productive peers. Research from The Sales Management Association reveals that these firms have 10% greater sales growth rates, and 14% better ….
A new business owner must evolve with the business or risk becoming an obstacle to improvement, innovation, and growth. However, they develop and evolve as the business grows. There are four distinctive leadership phases that an entrepreneur cycles through with ….
A door-to-door vacuum cleaner salesman manages to bull his way into a woman’s home in a rural area. “This machine is the best ever,” he exclaims, while pouring a bag of dirt over the living room carpet.
The woman says she’s really worried it may not all come out, so the salesman says, ” If this machine doesn’t remove all the dust completely, I’ll lick it myself.”
“Do you want ketchup on it?” she says. “The electricity is out and won’t be fixed for a couple of days.”
