Skip to Content Top
This site uses cookies. By navigating the site, you consent to our use of cookies. Accept

5 Essential Strategies for Streamlining Sales Onboarding in SMBs

In today's competitive job market, effectively onboarding new sales talent is crucial for small and medium-sized businesses (SMBs) looking to thrive. Despite the importance, the blueprint for rapidly integrating new hires into the sales team often goes overlooked. Here are five strategies to ensure your sales onboarding process sets up new hires for success from day one.

  1. Proactive Preparation

The most common pitfall in sales onboarding is the lack of a predefined process, leading to a reactive approach post-hire. To counter this, dedicate time before the new salesperson's first day to craft a tailored onboarding plan. This plan is your roadmap to a smooth onboarding journey, outlining the steps, resources, and milestones essential for the new hire's success.

  1. Behavioral Emphasis

Instead of fixating on outcomes, pinpoint and communicate the top ten key behaviors critical for success in your sales environment. These behaviors, from lead generation to effective territory development, are the building blocks of a salesperson's performance. Early and clear emphasis on these behaviors helps new hires focus their efforts on activities that directly contribute to their success and, by extension, the company's bottom line.

  1. Establish a Coaching Cadence

Adopt the Rule of 20-90 for coaching: intense daily coaching for the first 20 days to model and reinforce desired behaviors, followed by weekly check-ins for the next 90 days. This structured approach ensures the new salesperson receives consistent feedback and guidance, facilitating a faster adjustment period and embedding a culture of continuous improvement.

  1. Weekly Goal Setting

Goal setting is instrumental in nurturing a salesperson's motivation and sense of achievement. Encourage your new hire to set three professional and two personal goals weekly, integrating these objectives into the regular coaching sessions. This practice not only supports professional development but also personal growth, fostering a well-rounded and engaged sales professional.

  1. Feedback Loop Construction

Implementing a structured coaching model creates a robust feedback mechanism. The Sandler coaching process, with its four-step cycle of Assess, Establish, Define, and Execute, provides a comprehensive framework for this. Through ongoing assessment, goal setting, behavior modification, and execution, this model ensures continuous development and performance enhancement.

By dedicating time to planning, focusing on key sales behaviors, establishing a solid coaching routine, setting goals, and maintaining an effective feedback loop, you lay the foundation for a successful sales onboarding process. These strategies not only accelerate the integration of new sales talent but also bolster their potential for long-term success in your company.