In Business Performance, Collaboration

Onboarding new sales people is a challenge facing every sales leader. According to Training Industry Magazine:

“Every extra day reps spend ramping is a day the company loses money. Between long training periods and typically high turnover, reps may have only a few months of peak performance selling. Even if a rep stays on the job long enough to recover the costs of recruiting and training, companies incur significant opportunity costs, while new hires sit idle on the bench – sales are lost and customer relationships suffer because the sales team is not ready to compete at full strength.”

These are several of the biggest sales onboarding challenges according to Training Industry Magazine:

  1. Onboarding takes too long. Accelerating the ramping up period by even a few weeks can make a difference of millions. While new hires sit in training, sales are lost and the customer experience suffers.
  2. The experience is too disjointed across functions (sales, marketing, HR, product, etc.) and is too driven by the convenience of the other teams rather than the learning of the sales people. Siloed functionality makes it hard for trainees to get what they need.
  3. There’s way too much information to retain. Training typically focuses on sharing huge volumes of specs and stats without the context on how to make that information relevant in the field. Often sales reps have to connect the dots themselves.
  4. Poor support for internal networking and support: “new salespeople are the ones who will have the most questions, but are the least equipped to find answers or support.” experienced reps are successful in part because of their valuable internal network of support, and new reps need help soliciting feedback, finding answers, and seeking real-time guidance and mentoring not only from managers but from more experienced peers.

As a sales leader myself, I know the frustration of feeling like we’re missing out on deals or taking too long to close because the sales people just aren’t ready, especially with complex B2B, technology sales, and other industries where there is a long learning curve about the products themselves.

It’s absolutely essential to the onboarding process that we empower new and early salespeople to tap into a network who can answer their questions quickly and efficiently. Tools like Slack and Yammer are nice for communication among small teams, but they get so busy and “noisy” so fast, they don’t really work well for large, distributed teams.

Givitas is a knowledge collaboration platform that addresses all four of these common challenges. By giving salespeople (new recruits and experienced professionals alike) a dedicated platform to ask for and offer help, sales teams enjoy increase efficiency, productivity, and better numbers.

We’d love to show you a demo, or you can check out our free ebook for sales leaders to learn how to build collaborative, responsive sales teams.

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