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RainToday.com's Podcast: Marketing & Selling Professional Services

There's a myth that you can hire a great salesperson and on day one they'll be able to bring in millions of dollars of revenue. The truth is companies need a process to bring new-hire salespeople up to speed so that they can begin generating revenue.

Companies have to evaluate what it takes for a salesperson to be successful selling for them and then provide appropriate content to fill that need, says Lee Salz, founder and CEO of Sales Architects, creator of The Revenue Accelerator, and author of the new ebook Sales Person Onboarding Best Practices.

"One of the challenges companies have is they say their new salespeople don't sell the value that they offer. And I'll say, 'OK, when did you teach them about that value?' And they'll say, 'What do you mean teach them the value? They're salespeople. They're great salespeople. They should know that.' Well, you don't come out of the womb knowing that. You've got to teach them how to apply the skills they bring to the table in your selling environment," he says.

Listen as Lee discusses:

• The benefits of onboarding salespeople, including greater ROI on your hiring investment
• How one firm is successfully using onboarding
• The components of an onboarding program
• How to get started using onboarding in your company

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