Five Virtual Sales Onboarding Tips To Ramp Remote Teams Faster
- by Elay Cohen
- July 5, 2020
SalesHood - Sales Enablement Platform
Getting our new hire sales onboarding programs to dramatically improve the ramp time of our teams and to deliver meaningful revenue impact is a journey. It’s even more challenging today with remote teams who need 100% virtual onboarding programs. You can read this blog on creating a 30/60/90 sales onboarding plan to understand the fundamentals of onboarding. Here are some advanced concepts.
Create activity-based exercises to reinforce your sales process and buyer’s journey. For example, create learning with coaching exercises that are mapped to sales process stages. List out the activities per stage. Build exercises around them. If asking questions is critical to a great first call discovery, then have your new hires write out their questions and get feedback from their peers and managers as a sample exercise. Guide them. Have them show you they grasp what good looks like. Other “learn by doing” sales process exercises include:
These are all great “front of the funnel” exercises. I see many people training new hires on “back of the funnel” activities way too soon. Get feedback from your managers on the activities that matter most in the first 30/60/90 days of a new hire’s journey. These are great exercises to do with remote teams to boost productivity. It gets them practicing your sales motion faster.
Update your training and content in your library to be more graphical. Now that our teams are remote, we want to find ways to build community and connect people human-to-human. Pictures and videos and faces helps. For example, put executive faces on executive welcome videos and put awesome product manager faces front and center on your product training and product playbooks. The faces will drive up engagement and make people feel more connected sooner. Turn your training and content Library into a graphical people directory.
Get top performers recording win stories. You can use our Story Recorder to help you scale capturing and sharing the stories. Our teams are remote and we need to creatively capture knowledge and win stories to boost new hire productivity. Once you capture some videos, curate the win stories into top performer deal win playlists. Why not get your new hires binging on video win stories just like Netflix shows? Everyone wants to learn from the best. Click to watch this great story highlighting all the benefits of deal win stories from Michelle Schmuhl at Transnational.
Get peer mentoring and call shadowing to be a core part of your onboarding 30 60 90 plans. Create assignment for your new hires to do in their onboarding journey.
Create onboarding paths, by role, to reinforce and personalize learning and activity coaching by role. We know one size fits all doesn’t work and we should have a 30 60 90 sales onboarding path for each one of our roles. Quota carrying sales people should be onboarded differently than customer success teams and differently than sales development.
We encourage you to invest fifteen minutes to listen and learn from the onboarding success story shared by James Simpson from RingCentral. He walks us through how RingCentral realized a dramatic boost in new business bookings by reducing time to ramp by 60%. RingCentral employs many of the tips outlined in this blog. Click to watch.
Here are additional onboarding resources for you.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.
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