Best practice for running an effective salesperson onboarding programme
6th July 2015 | Roger Brooksbank, Duncan Steel and Zahed Subhan
New research suggests the most successful programmes pursue a calculated blend of sales training and coaching activities.
The bar has been raised. In a world where businesses are becoming increasingly proficient at managing a range of multi-channel, multi-touch and highly customer-focused interactions, how can we ensure that our newly recruited salespeople measure up to customers’ expectations? Toward this end, many firms make a significant up-front investment in some form of sales induction programme for their new recruits. Yet despite an emerging recognition of the strategic importance of leveraging a company’s personal selling efforts in today’s marketplace, little research to date has considered how best to deploy the training and coaching activities that typically combine to form the basis of a salesperson onboarding programme. Accordingly, this article reports upon recent research that profiles the key components of success.