| A recent study shows that it takes, on average, | | | | this checklist into a schedule (either by the hour, |
| a minimum of 3-months for a new salesperson to | | | | or the day, depending on its length and your |
| ramp up. And, more than 40% of companies | | | | projected orientation time). Use the checklist to |
| surveyed said it took over 7 months for a new | | | | ensure, in a bustling workplace, that even the |
| salesperson to produce at the level of their | | | | most minor detail is covered in new-hire training. |
| predecessor. While this has improved from years | | | | Sales Training Manual Arming your sales team |
| past, it is still a costly situation for the sales | | | | with a training manual is critical to getting new |
| managers and marketing teams who support | | | | reps ramped up quickly and getting the existing |
| them-not to mention a HUGE frustration to your | | | | team as a whole on the same page. You'll need to |
| new employee. | | | | customize the training manual to fit your particular |
| Unfortunately, this is a cost we bring on ourselves. | | | | needs, but be sure to cover the following areas |
| We have the best intentions when we hire | | | | thoroughly: |
| someone new. We plan on taking the time to train | | | | Company Background |
| them and ease them in during their first two | | | | Products and/or Services Overview |
| weeks. And, then reality hits. The reality of our | | | | Product/Service Description |
| already overflowing schedule and a pipeline that is | | | | Target Market |
| drying up. The new hire is lucky to have a log-on | | | | The Competition |
| to the network by the time they start. And this | | | | The Sales Team Structure |
| situation repeats itself until we have an army of | | | | The Sales Process |
| sales people organized by ad hoc orientation. | | | | Sales Tools |
| Whether you are a marketing team supporting | | | | Not only does the sales training manual unify and |
| sales, a sales manager wanting to reduce the | | | | focus your sales team, it also informs marketing |
| ramp-up of new hires, a veteran rep looking to | | | | on how to better support your sales efforts. |
| sharpen your game, or the new kid on the block | | | | When your sales and marketing teams are |
| facing little-to-no new hire support, here are two | | | | working together, magic happens. Especially for |
| tools (though not the most exciting, the most | | | | your new sales recruit! Feeling supported and |
| necessary) to improve the situation: | | | | armed with the proper tools ensures a smooth |
| Sales Orientation Checklist. Start by creating an | | | | and successful ramp-up. |
| orientation checklist that details the areas most | | | | There is a lot more you should do in the area of |
| necessary for a sales person to quickly assimilate | | | | sales training, but start with the basics! Sales |
| into the culture and get started selling (For | | | | training is often the missing link to achieving the |
| example HR/IT Details, Team Introductions, | | | | sales edge! |
| Training Plan/Activities, and Planning). Then break | | | | |