Most sales jobs have very little onboarding. The new rep might get a little bit of instruction and get to do a “ride-along” with an experienced team member, but then they’re usually put on the frontlines and left to fend for themselves. Have a story of an onboarding experience that went well? Share it in the comments below!
*To learn more about this, check out the Secrets of Sales Onboarding Success lesson via HubSpot Academy.
The best structure onboarding has been with a webinar/group onboarding about the company or about the topic.
After about max 4 hours, the reps go out in the “field” and practice their new learnings. And so on. It does work, in my opinion. It all starts with the hiring though.
In my opinion, I consider that it is very common for the new sales person to be trained with a person who already has a lot of experience in the job market. If it is effective but also sometimes the person with a lot of experience has more work to do and there is not much attention for the complete training, in the same way it fulfills the function of training but not 100%
yhhh Exactly… more like job shadowing… it helps too
I think that is a really good point. The training process takes a fair amount of time to do it well. Shadowing can be useful, but in the long run you need someone training that can take the time to help the new salesperson build all of their competencies so that they can also perform like a top salesperson.
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It’s important to fresher to spend quality time with onboard and experienced team members
With our last hire we had them focus on 1 part of the things available to sell, low dollar,repetitive, and got to know the customers on a personal basis. So when it came time for the more expensive involved part of our companies products, they were on great terms with the client who looked to them as a trusted advisor, and the sales rep had time to learn the rest of our products intimately so that they could solve all the customers pains effectively and at a fair price.
Focus on fundamentals first, sales process, buyer personas, customer journeys, digital playbook, company mission/purpose, high level messages and offerings, sales roles, then deliver further chunks of the playbook as relevant. Great motivational tactic is to showcase big wins in weekly sales meetings, that others can learn from.
Unfortunately, this is an area where we are lacking and must do better. Our basic HR onboarding is good. Moving past that has been different for each person in each role. Not great for scaling!
I enjoyed this session as it gave me a structure to begin creating a strong onboarding process for the sales team and beyond. Thanks.
Last company I worked for had onboarding buttoned up - step by step process broken down into digestible chunks that were practical for a rep’s given ramp period
Hi Kyle, I was just watching the videos on onboarding and training sales people. I’ve been doing this role and have a mess of docs, excel files, pdfs, random bits of instructions, etc. all over, and I’m trying to compile it all into a playbook as suggested. But I’ve also been wondering if there is a software that would integrate with hubspot so that I can create training videos, etc. for onboarding rather than doing live one-by-one training with each new rep. Basically create something like what you all have done for Hubspot academy, but for our internal system (and not so fancy). Does Hubspot have anything like this already built in or a proven or trusted (affordable) software suggestion for doing somethign like this?
i was pushed up to supervisor when the previous employee was to drunk to come in to work it was my first time expediting an i wanted the raise even tho it was scary at first i faced my fear and assured myself i was capable of of maintaining a good work flow before i knew it my shift was up i made a pretty good leader
give time to spend for fresher,
Shadowing another sales rep worked well.
Providing resources via a centralized repository that go in-depth about each skill the sales person will need to succeed enables empowerment and understanding!
Well, the best onboarding experience that I have, when I started to use an educational software for learning math, was awesome
Onboarding is very tricky, I was hired as a beauty consultant without proper Onboarding, I have an advance experience in the industry, buy I didn’t know about the workings of the new company. What I did was watch how the other reps were carrying out their daily activities, and i was able to go on from there with little or no coaching.
I’ve yet to have an onboarding experience that was actually helpful. Most of the time you’re given very little direction and left to fend for yourself in order to find the information you need. Or, you’re overloaded with a bunch of information, but over half of it is irrelevant and lacks training on essential information to do your job, once again left to fend for yourself to find the information or what works.
fOR ME I WANA THEM TO WELCOME ME THEN TRAIN ME GUIDE ME AND THEN INVOLVE ME ND EVALUATE MY PERFOMRANCE THEN TRY TO TEST MY CAPACITIES AT THE END BRGDGE THE GAPS FORWARD BETTER SLAES FOR ME AND THEM