Over the past 3 years we’ve had the pleasure of working closely with some of the most talented VPs of Sales in the world as well as great coaches like Craig Elias – the million dollar quota smasher.
One thing that we’ve spent a great deal of time talking about is getting new sales reps up to speed faster. Since I manage a few talented sales people myself these days, this hits even more close to home!
Here’s why. According to a report by Accenture and CSO Insights, nearly 50 percent of new sales reps took ten months or longer before they were able to contribute to company goals. By some estimates, that can translate into missed opportunities at an average rate of $50,000 to $200,000 a month.
As the manager, you can actually visualize the dollars passing you by — sort of like a bad version of sheep hopping over a fence keeping you up at night.
But, as the leader you’ve got it to take ownership – Extreme Ownership.
Put that monkey on your back and get to work.
Here are three tips to help you get sales reps onboarded — in a lot less time.
1. Use mobile sales tools. You know I had to go there. We build these things for just this reason all the time.
Why you should care – You’ll be able to get new reps up to speed much quicker with mobile sales tools that are configured to address the challenges they typically face.
By using a mobile sales tool that allows reps to easily access documents with the tap of a button — no matter where they are — you’re eliminating the barriers that can make sales transactions more cumbersome. Not only that, with mobile access to training materials as well as company sales sheets, presentations and collateral, they will be able to study your products and services during downtime or off hours.
2. Train with visuals. Studies show that 65 percent of us are visual learners. They also say most of us retain more information when it’s presented visually. Make liberal use of videos and highly visual learning materials to get your new team up and running sooner. It’s also a great idea to pair tips #1 and #2 by integrating those visual sales materials in a mobile app.
By making the training materials easy to digest — through visuals — as well as easily accessible, you’re providing new sales reps the ability to use them as quick references in between and during appointments.
3. Look beyond the sales department. Of course, you likely have a process in place that provides new sales reps the opportunity to join senior reps on sales calls. You more than likely will give them plenty of your own time.
However, it can be even more effective to talk to employees in other departments, including Customer Success and Product Development, to gain further insights into opportunities, case studies and product details. The sooner they can understand your products and services, the more quickly sales reps can confidently explain them to prospects.