Reboarding the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp

© Copyright 2016 The Sales Management Association.

Sales Management Association Webcast

6 April 2016 Presented by

“Re-boarding” the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp

About The Sales Management Association

Slide 2

A global, cross-industry professional association for sales operations and sales management. Focused in providing research, case studies, training, peer networking, and professional development to our membership. Fostering a community of thought-leaders, service providers, academics, and practitioners.

Learn More: www.salesmanagement.org

© 2016 The Sales Management Association. All rights reserved.

Today’s Speaker

Slide 3


Twitter @Qstream @SMAssociation Hashtag #salesreboarding

The best ideas should be shared


Poll: Revenue growth forecast

What is your sales growth forecast for this year?

•  < 5% •  5%-15% •  15%-30% •  > 30%


Revenue growth challenges

Source: CSO Insights, 2015 Sales Management Optimization Study

58%

Percentage of sales reps achieving quota

47%

Companies with a ramp up time >10 months

68%

Companies that plan to increase the size of their

sales team

22%

Average sales turnover rate


A word about turnover


Driving revenue growth

Moving the middle!


Bottom 20% Top 20%!

Revenue Performance

Sale

speo

ple

5% performance gain from the middle yields over 70% more revenue than a 5% shift in the top

Middle 60% !

Sales Executive Council (SEC)!

Happy, productive reps stick around


And get up to speed 34% faster

When is it OK stop?


Continuous ‘re-boarding’


The bottom line


Top performers are proficient in all aspects of their job

One-third of reps are not all that…

But which ones are they?


What can CRM tell us, really?

Competency vs. Productivity


What does good look like?


Chat: The ideal salesperson

Describe in a few words the qualities/behaviors of the ideal sales rep?


The sales talent lifecycle


Onboarding effectiveness

Identifying Onboarding Capability Gaps Sales Management Association February 2015


Measure what reps do


Measure what reps produce


Measure what reps know


Measure over time


Now tie that all together


Mind the gaps


Data-driven coaching tools


Data-driven coaching insights


Data-driven coaching templates


Guided selling tools


Validate your hiring profile


Important reboarding considerations

Time

Convenience


Insights

Motivation

Three success metrics

Sales Representatives

SALES CAPABILITIES!

Sales Managers

COACHING EFFECTIVENESS!

Senior Sales Management

PERFORMANCE ANALYTICS!


Results

30% 3% 12% Quota

attainmentGross profit Sales turnover


Questions and Discussion

Slide 34

Enter your questions in the “Questions” box on the right hand side of the webinar application window.

Did we run out of time before we got to your question? Presenters can follow-up with you via email. Feel free to submit more questions if you’d like an offline response.


Sales Management Association Webcast

6 April 2016 Presented by

“Re-boarding” the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp


Reboarding the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp

Sales

Transcript of Reboarding the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp