A great onboarding program truly adds value to your salespeople. It can-
Boost revenue from sales–a solid onboarding program ensures your salespeople are better prepared to face the market, which, in turn, helps them close more leads and generate more sales for you.
Reduce the sales ramp-up time–a well-crafted onboarding program prepares your salespeople for every situation. They are well-trained and can go straight for the sale. This reduces the time they take to ramp up sales and start achieving their targets sooner.
Reduce sales attrition rate–a good onboarding program offers the support a salesperson needs to perform well. This lets them achieve their personal and professional goals, thus motivating them to stay with the company.
Our blog this week discusses the role sales playbooks can play in helping you build a powerful sales onboarding process.
The first step to enabling your salespeople is by building a great sales onboarding program. Sales training playbooks can play a key role in helping you do that.
When your salespeople join your organization, they need much more than a bunch of induction presentations and brochures. What they really need are plays for different scenarios or plays for prospects who are in different stages of the sales cycle. Sales playbooks fit this need perfectly. As a part of the onboarding process, introduce your salespeople to sales playbooks that teach them the what, when, and how of prospect engagement—what to say to a prospect, when to say it and how to say it so they can respond to leads anywhere in the sales cycle. Make sure the playbooks are easy to access, use and are always up-to-date. Remember, the sales playbook is NOT an asset dump. Instead, it should be a systematic collection of assets that help your salespeople quickly find what they need. Otherwise, if your salespeople have to sift through multiple folders and documents before they find the asset they require, they will never use it.
Your sales playbooks are the GPS for your salespeople taking them to their ultimate goal–lead closure.
