Is Poor Onboarding Sabotaging Your Sales Team’s Success?

Four salespeople sitting around table onboarding new hire
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Onboarding is a crucial process for new salespeople, as it sets the foundation for their success within a company. However, poor onboarding can have serious consequences for both the individual and the team as a whole. New hires who do not receive adequate training are more likely to struggle with their job duties and may even leave the company prematurely. This can lead to a high turnover rate, which can be costly and disruptive for the team.

Research by Brandon Hall Group found that organizations with a strong onboarding process improve new hire retention by 82% and productivity by over 70%. So, what are the most important things that new salespeople need to know during the onboarding process? Here are a few key areas to focus on:

Company Culture Core Values, and Vision

It’s important for new hires to understand the culture and values of the company they are joining. This will help them align with the company’s mission and feel more connected to the team.

Product or Service Knowledge

New salespeople need to have a deep understanding of the products or services they will be selling. This includes features, benefits, and any differentiators compared to competitors.

Sales Process and Techniques

Salespeople should be trained on the specific sales process and techniques used by the company. This may include how to identify and qualify leads, how to make a pitch, and how to close a deal.

Customer Personas and Ideal Customer Profile (ICP)

New salespeople should have a clear understanding of the types of customers they will be targeting and the specific needs and pain points of those customers.

Company Resources and Tools

Salespeople should be introduced to the various resources and tools available to them, such as CRM systems, sales enablement tools, and marketing materials.

As a motivational speaker and sales expert Zig Ziglar once said, “You don’t build a business, you build people, and then people build the business.” Investing in the development and success of your sales team through effective onboarding is a key part of building a strong and successful business.

Onboarding salespeople well is essential for their success and the success of the team as a whole. By focusing on key areas such as company culture, product knowledge, and sales techniques, companies can set their salespeople up for success and minimize the negative consequences of poor onboarding. If you need help building your onboarding process, download our One Year Salesperson Onboarding Plan. Review and improve your onboarding process today to ensure that your new sales hires have the support and guidance they need to thrive.