We recently wrote about ROOMr – Recruiting, Onboarding, Ongoing Management and retention, and described how they create a system to develop an effective sales organization. Today we want to go into more depth about Onboarding – 1 of those 4 crucial steps.
“Onboarding a salesperson isn’t truly finished until you are 100 percent sure the salesperson will stay with you,” says Kevin Higgins, CEO of Fusion Learning. What does this mean in real terms? It means the new hire achieves proficiency in attitude, knowledge, skills, and activities and ultimately gets results.
The key here is that it’s a process that isn’t finished until the salesperson has achieved complete proficiency in all components of all areas. If you’re onboarding an experienced hire, you might save some time, but you need to be prepared to up to 18 months to reach full proficiency.
To learn more about our point of view on Onboarding, we invite you to read our recent article in Selling Power Magazine – “On Board: How to establish new sales hires into your team – for the long haul”.