When designing your onboarding program, there is a fine line between “content overloading” your reps by cramming information into a few weeks and spending weeks and weeks on onboarding.
Onboarding is an extremely important time not just for the new hires, but for the entire company. By spending more time coaching here, sales leaders will save themselves time further on. Setting out consistent workflows for new reps here will get them ramped up quicker and build a stronger foundation for them to build upon in the future.
But the flip side is cost. You need to find a balance between an effective onboarding program and an efficient ramp rate. So, what if your ramp rate isn’t good enough, and you need to accelerate, what can you do?
Here are some “best practices” when it comes to onboarding so that your reps feel motivated to learn and your onboarding process stays efficient.
- Outline clear expectations. By providing a clear framework for learning and goals that new reps are expected to achieve, reps will have both short and long-term goals that they can work towards. This gives them a clearer picture of how well they’re meeting expectations and what steps they need to take to reach the next level.
- Provide hands-on workshops. Teaching is one thing, but your reps will never properly learn without hands-on practice. Give them the change to engage with the technology they’ll be using and to really become comfortable using it. By putting techniques they learn into practice, reps can quickly learn what works for them and what they need to practice more.
- Identify problem areas early. The hardest part of onboarding is weeding out the reps that aren’t a good fit and which just need time to grow. Keep a close eye on your new reps early metrics. This can help you determine which reps are low performers with low potential and should be let go, but also which reps are low performers with high potential and need a bit of extra grooming.
By keeping your reps at the center of your sales strategy, you can make sure you’re hiring the best reps for your company and training these reps with an effective coaching strategy.