The Power of Sales Training and Onboarding

THE POWER OF SALES TRAINING AND ONBOARDING

Dionne MischlerCEO, Inside Sales by DesignAA-ISP OC Chapter President

in/DionneMischler@DionneMischler

Copyright Inside Sales by Design 2015

AGENDA

The Power of Sales Training and Onboarding

▪ Introductions▪Why?▪ The Rise of Inside Sales▪What is Onboarding (and Why you need this)▪What is Sales Training (and Why you need this)▪ Next Steps and Resources

@DionneMischler


WHO AM I?

@DionneMischler

Professional

17 years in Sales and TechnologyBuilt first official Inside Sales team in 2007Today, Founder of Inside Sales by DesignPresident of AA-ISP OC Chapter since 2009

Personal

Born and raised in the Chicago Suburbs living in OCInternational Business & Business Administration degree from Carthage CollegeMarried 9 years; Mother to 2 childrenPassionate about Inside Sales and Education


WHY?

1. Quicker time to ramp, which leads to quicker path to revenue

2. Recruitment3. Retention4. Customer Experience

@DionneMischler


THE RISE OF INSIDE SALES

@DionneMischler


IDEAL PROFILE OF AN INSIDE SALES PERSON*

@DionneMischler

“The challenge facing Inside Sales Leaders around finding qualified talent is staggering. In essence, today’s Inside Sales

person has to not only have phone, e-mail, and internet competencies, but also the “chops” once seen in the very best

field sales people.”

Paul Macura, Vice President, Oracle Direct

*AA-ISP Training, Development and Accreditation Webinar 8/14


IDEAL PROFILE OF AN INSIDE SALES PERSON*

*AA-ISP Training, Development and Accreditation Webinar 8/14

The Old Inside Sales•Good communicator•Good on the phone•Some sales experience

The New Inside Sales•Excellent communicator•Great on the phone•Quota carrying inside sales experience•Virtual presentation expertise•Social Media skilled•Video Capable•Negotiating•Closing•Relationship/Account Management•New Buyer Requirements

@DionneMischler


BY THE NUMBERS

#1 Top Challenge for Sales Leaders

Training and Development

_% Manager’s Account for employee’s variance in engagement

70%

@DionneMischler


THE 4 KEYS PILLARS OF PEOPLE SUCCESS


Revenue Stream

JD NetworkingInterviewing

OnboardingTraining

@DionneMischler


WHAT SALES ONBOARDING REALLY IS

@DionneMischler


WITHOUT SALES ONBOARDING

@DionneMischler


SALES ONBOARDING – NEXT STEPS

Make it a part of your Hiring Strategy Make it a part of your Team and Company DNA Document, document, document. Includes Product and marketplace information

@DionneMischler

Monday Tuesday Wednesday Thursday Friday Result

Paperwork/intro’s

Intro’s/downloads from Product, Marketing

Intro’s/downloads from other departments

Read, recap Recap/mock-sales calls

Comfortable with value prop

Read, recap, shadow, tech

Recap/mock-sales calls

Comfortable with VP in own words


WHAT SALES TRAINING REALLY IS

@DionneMischler


SALES TRAINING – NEXT STEPS

Make it a part of your Onboarding Make it a part of your Team/Company DNA If you’re a start-up, take away the option and make it

mandatory and round robin the team – have them join webinars, read books, etc.

Document, document, document. What verbiage – email and voice mail – work (Sales

Playbook, anyone? Shadowing Live call feedback

@DionneMischler


WITHOUT SALES TRAINING

@DionneMischler


WITH SALES ONBOARDING & TRAINING

@DionneMischler


NEXT STEPS

@DionneMischler

1. Benchmark you team/company*2. Identify areas of improvement3. Determine plan to fix 4. IMPLEMENT

*Taken from Project Managing Inside Sales course


RESOURCES

@DionneMischler

https://blab.im/DionneMischler

http://pminsidesales.usefedora.com/






THANK YOU

@DionneMischler

Dionne MischlerFounder, Inside Sales by DesignAA-ISP OC Chapter President

in/DionneMischler@DionneMischler

[email protected]

The Power of Sales Training and Onboarding

Sales

Transcript of The Power of Sales Training and Onboarding