Successfully hiring and onboarding new sales hires is a critical process that requires careful planning and strategic steps to ensure long-term success and smooth integration into the team
CREDIT: This is an edited version of an article that originally appeared on SBI Growth
Hiring and onboarding new sales hires can be a daunting task, especially for sales managers who are already responsible for leading, managing and coaching an established team. The urgency to fill an open position can sometimes result in hasty hiring decisions that may not be the best fit. While there’s no foolproof formula for hiring, following these steps can significantly speed up ramp-up times and enhance the chances of long-term success.
Improving Candidate Searches
Clearly defining the type of candidate you’re seeking is a crucial first step in the hiring process. To understand which skills and personal qualities will be most valuable to your organisation, look at your top performers. Identify the traits, behaviours and abilities that distinguish them from others. These insights will serve as a valuable guide in shaping your hiring criteria.
Once you’ve analysed your top performers, review the job description you’ve created and incorporate these findings to develop a more comprehensive and targeted job profile. This profile should go beyond a simple list of qualifications and responsibilities; it should outline the ideal candidate’s characteristics, work ethic and mindset.
Better Onboarding Processes
A well-structured onboarding process is essential to help your new salesperson start strong and feel confident in their role. A comprehensive onboarding plan should be thoughtfully designed to introduce them to both the culture and the operational side of the business. This process should begin with scheduled introductory meetings with key members of the sales team, allowing them to build connections, understand team dynamics, and grasp how their role fits within the broader goals of the business.
The onboarding experience should also involve a deep dive into the systems, tools and technologies they’ll be using. This includes setting up accounts and providing training on your specific software, CRM systems and any other tools they’ll rely on daily. It’s essential to highlight how these systems support the salesperson’s objectives and how to use them effectively within the context of your company’s processes and goals.
Widen Your Training
Sales roles are often multifaceted and demand a wide variety of skills and expertise. To ensure your sales team is well-equipped for success, training must go beyond just learning about products or services. It should encompass a comprehensive understanding of the company’s history, mission, and values, as well as an in-depth overview of the industry in which the business operates.
This includes gaining insight into key market trends, the competitive landscape, and the challenges and opportunities your company faces. A well-rounded understanding of these factors helps salespeople position themselves as trusted advisors to clients, showcasing a level of expertise that goes beyond the products they’re selling.
By defining your ideal candidate, creating a structured onboarding process and expanding training to include broader understanding, you can set new hires up for success. These steps will not only shorten ramp-up times but also increase their chances of long-term performance and contribute to the overall success of your sales team.
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