No matter how good a salesperson looks on paper, you can't drop that person into a new company and expect him to start generating revenue immediately. You need an onboarding program that helps new-hire salespeople fully understand the value the company offers and how to sell that value, says sales management strategist Lee Salz. Without one, you lose money on salesperson turnover, or if they stay, they make less-than-optimal sales.
For many executives, they hire salespeople in a box, Salz says. They think "just bring them in, add water, and the sales just roll in. And more often than not these executives are disappointed when the salespeople don't perform to expectations. The issue with that philosophy is that you don't hire great salespeople, but rather you hire salespeople who have the potential to be great in your company," he says.
Both the company and the salesperson have to work to ensure that potential becomes a reality.
"That comes in the form of onboarding, which is a program that helps the salespeople leverage their skills in the sales role for a particular company," Salz says.
Listen as Salz discusses:
Download the MP3 (Right click and 'Save Target As')