Here, we look at 5 tips for Sales Readiness in organisations for new hires.
New hire on-boarding is a great time for new employees. They are excited, eager to learn and raring to go. These bootcamps generally last anywhere from 3-15 days followed by some time on the field with a Mentor before the Salesperson is left to find their way in the actual world.
You can read more about Onboarding here from LevelJump.
This is the feedback exercise that world beaters use. Assign managers to new hires who will lead the way. Freshly minted B-school graduates love the attention and you don’t deny them that. Shower a little praise, teach them a few tricks and watch them outsell!
Of course, you can always get a mentor who will have his fair share of problems to worry about but a formalised process of onboarding and mentoring goes a long way in keeping the new hires in the company and hitting their quota.
Most of the content in organisations is verbose with lots of jargon and industry terminology that new hires have little or no idea. This is 2018 and companies are looking at Videos as the Gold Standard. With lower attention spans, what was explained in 15 slides over 1 hour needs to be done in 3 minute crisp videos. Shorter, crisper presentations, graphics and pictures also help in understanding better.
Micro-Learning or bite-sized learning will play a pivotal role with millennials who have a 8.5 Second attention span on their mobile phones!
Training if not reinforced is a futile exercise on which billions are spent across the world. When we talk about sustained actions, we are looking at regular assessments of the training, case studies and the ability of the salesperson to recall the same while making the sale. Analytics behind the same are integral to making the organisational jump from being good sellers to great sales machines.
To quote Association for Talent Development
“Microlearning and reinforcement learning techniques give busy people a way to actually take advantage of this in the real world, using ongoing exercises, coaching, quizzing and drilling. Reinforcement learning works best when new information is reintroduced within 24 hours, and again in the subsequent days and weeks, with gradually increasing time intervals added between review sessions over the ensuing time period. In fact, studies show a 30 to 55 percent improvement in knowledge recall when using spaced repetition.”
Sales Target is the ultimate level of satisfaction for a Sales person. Currently. Customer Success/Satisfaction is the ultimate level of satisfaction for a Sales person. Ideally. Companies which love customer success/satisfaction are the ones who we recall all the time.
Put the salespeople in the shoes of the buyer and let them understand the process of buying, buyer persona and help them understand the aim of the product/service. Sales targets will be met and beaten if the sale is made for the ‘Wow!’ moment.
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