So, you’ve hired an impressive new sales rep at your promo company. What now? Now comes the onboarding. More than just a quick orientation, your onboarding process is a chance to set your new employee up for success on day 1. You can give them an inside look at your company’s culture, tools and strategies. Proper onboarding also helps your new hires feel valued and connected. When they get to meet key team members and see how their work fits into the bigger picture, they often feel engaged from the get-go.
Writer Jacob Thomas says that onboarding sales reps can involve the usual best practices like attending an orientation, but it should also include practices that help the new hire acclimate to their responsibilities and surroundings.
Thomas contributed a piece to the Nutshell Sell to Win blog that highlights some valuable tips to improve your onboarding process. We share his guidance in this issue of PromoPro Daily.
1. Standardize your process. Onboarding isn’t a one-day thing, which is why it’s important to standardize it. Thomas says your onboarding process should be designed for the long haul. The early days should emphasize company culture, and the next phase should introduce the sales rep to products and services. Then, Thomas says you can dive into topics like markets and buyer personas.
2. Put it in writing. Thomas recommends creating FAQs and reference guides that cover topics like common sales objections and answers to common questions. He says that developing these documents will save your new reps from lots of trial-and-error during their initial time on the job.
3. Define your expectations. Make sure your new hires know what you expect from them. Explain your company’s overarching mission and what goals you are working toward. Then, Thomas says you can move on to setting realistic individual milestones. He suggests creating 30, 60 and 90-day plans.
4. Take your time. Even if you’ve hired a self-starter who knows the promo industry well, you shouldn’t just throw them into the deep end and hope they start making sales. Every new hire deserves to receive proper, personalized training when they’re first hired, Thomas says. When you take your time with training, you can create a more helpful experience for the new staff member.
5. Pair them up. If possible, try to have your new sales reps shadow a veteran salesperson on your team. Just choose these pairings wisely, Thomas says, as some experienced reps may not have the desire to teach and develop new hires.
6. Optimize the onboarding process. If you don’t have a formal onboarding program right now, that’s OK. The important thing is to get started and be willing to adjust your efforts as you go. Thomas advises asking your new sales reps for their feedback on how the onboarding process is going. This can give you valuable information and make your employees feel more engaged.
The right start can make all the difference. If you’re hiring a new sales rep, remember to use a standardized process, put everything in writing and be willing to adjust as you go. Don’t rush the process, and when possible, pair your new hire with a more experienced employee. These steps can all help your new staff member succeed.
Compiled by Audrey Sellers
Source: Jacob Thomas is a content and copywriter for SaaS companies specializing in sales, marketing and customer experience. He contributes to the Nutshell Sell to Win blog.
