A talent management webinar by Sales Benchmark Index on how to onboard new sales reps in 5 easy steps.

1. February 9, 2012

2. Logistics for today’s call….
 All attendee’s will be on “silent” mode during the
presentation.
 Please utilize the “Questions” feature to ask questions;
simply type in your question and press enter.
 At the conclusion of the presentation, the moderator
will facilitate the “Question & Answer” session utilizing
the “Questions” feature.

3. Sales Benchmark Index will….
 Send a copy of the presentation to you
 Additional questions can be sent directly to:
george.delosreyes@salesbenchmarkindex.com
Join us for our next Webinar….
GAIN ACCESS TO NEW CUSTOMERS BY RECRUITING BEETER
CHANNEL PARTNERS.
 Thursday, March 8th , 2012
 1:00 p.m. Central
 30 minutes
 Register at:
http://www.salesbenchmarkindex.com/webinar-recruiting-better-channel-partners/

4. George de los Reyes
Brief Bio
• Senior Consultant at Sales
Benchmark Index
• Prior to SBI, George was the CEO of
a real estate development firm and
management consultancy
• Over (18) years’ experience in sales
and marketing, operations, strategic
planning, advertising, budgeting, pro
ject management, public relations
• George’s client list includes
Thomson Reuters, Ryder
Systems, Yahoo!, Conoco Phillips
and Kindred Healthcare

5. on-boarding Goals
“Begin with the End in Mind”
 Get new reps to goal more quickly
 Spot sales rep hiring mistakes earlier in the
process
 Repeat on-boarding success with each
new hire
 Make your firm more attractive to
candidates
 Set new hire expectations

6. 5 Steps to Effective on-boarding
1. Identify the Key Metric for on-boarding Success
2. Define a set of on-boarding Activities that drive
the right selling behavior
3. Establish a set of Learning Requirements that
ensures a new hire acquires the correct role
knowledge
4. Create a Fast-Start Mentoring Program
5. Ensure Sales Manager Accountability

7. Common Sales New Hire Experience
Content by fire hose with little retention and then “sink or swim”
“We need results now!”
BURNOUT
7

8. Better way to Onboard new talent
Balance immediate need for results with longevity
Best Approach :
Mentored learning and reinforcement
that drives rapid performance
8

9. Step #1 – Track the Right Metric
Ramp Time to Full Productivity
Definition: The KEY metric to
measure success in sales rep on-
boarding is the time it takes for
a new employee to retire quota
at a rate that exceeds 100% of
their goal (usually measured in
months) B2B Benchmark in 2011 is 6.7 months*
How long is your Ramp Time for your sales reps?
* Source: SBI’s 2011 benchmarking database – US companies 9

10. Step #2 – On-boarding Activities
A World Class on-boarding
program includes on-boarding
Activities designed to drive the
right selling activities
on-boarding Activities (i.e. Doing)
• Ensures new hire is performing correct activities at desired rates
• Provides an experiential foundation
10

11. on-boarding Activities – Doing
Doing = Execution + Evaluation
Why are they important?
 Activities are used to demonstrate that the new hire has learned and
retained the necessary skills and knowledge
 Impart skills from real-life situations
 Ensure that the on-boarding process is not a passive exercise that can be
shirked
 A checklist and navigation aid for managers to use to confirm new hires
are performing as expected during ramp time
11

12. Sales Rep on-boarding Activities
Job Execution is about doing the right things
New Hires
self-report
progress
SM
Involvement
Identified
12

13. Step #3 – Learning Requirements
Best in Class on-boarding Programs combine on-
boarding activities with Learning Requirements
Learning Requirements (i.e. Knowing)
• Provides a knowledge foundation
• Uses collegiate concept to divide the content – 101, 201, 301, 401
13

14. Learning Requirements - Knowing
A Learning Framework…
 Diminishes the “fire hose” effect
 Ensures consistency in new hire knowledge
 Helps managers focus reinforcement efforts
 Guides new hire on what they should be learning and when
 Provides a curriculum to keep knowledge developers,
managers and reps on task
14

15. Learning Requirement Categories
Useful means to organize all necessary learning content
1. Internal Systems and Admin
2. Product
3. Marketing and Messaging
4. Sales Process
5. Competition / Differentiation
6. Sales Systems
7. Lead Management
8. Communication and Tools
15

16. Example Learning/Activity Track
Acme Sales on-boarding 101
Interactions, Shadowing, Mentoring, etc.
Weeks 1-2 Intro to Value Prop, Intro to Products, Live Demo
Basic Product
Quiz
Week 3
Acme Sales on-boarding 201
Gartner Reports, White Papers, Differentiation
Weeks 3-8
Guide
Product
Acme Sales on-boarding 301 Differentiation
Weeks 4-6 Configuration Workshop, Customer Case Studies Role-Play
Week 5
Acme Sales on-boarding 401
Product
Weeks 7-13 Detailed Product Training, Tech Deep Dive
Knowledge
Demonstrations
Weeks 18-24
on-boarding Complete

17. Step #4 – Fast Start Mentoring Program
Fast-Start Mentoring:
For some practices
there is no substitute
for learning from the
actions of those who
know
 Participation in FastStart  Calls with Sales Managers
mentoring and/or VPs
 Running Mate  Shadowing successful
Sales Reps
17

18. Step #5 – Sales Manager Accountability
Key to success is sales manager accountability
Make your sales managers • Proactively track new
accountable for new hire hire Ramp Time
ramp performance • Contribute in on-
boarding Activities
• Participate in Learning
Requirements
(example: give training
course)
18

19. 5 Steps to Effective on-boarding
1. Identify the Key Metric for on-boarding Success
2. Define a set of on-boarding Activities that drive
the right selling behavior
3. Establish a set of Learning Requirements that
ensures a new hire acquires the correct role
knowledge
4. Create a FastStart Mentoring Program
5. Ensure Sales Manager Accountability

20. The Full Webinar recording including Q&A and downloadable slides can be accessed here

21. Further interest….
Sign-up for a free sales methodology planning consultation by:
E-mailing info@salesbenchmarkindex.com
 The Full Webinar recording including Q&A and downloadable slides can be
accessed here
 Additional questions can be sent directly to:
george.delosreyes@salesbenchmarkindex.com
Join us for our next Webinar….
“Gain Access to New Customers by Recruiting Better Channel Partners”
 Thursday, March 8th , 2012
 1:00 p.m. Central
 30 minutes
 Register at:
http://www.salesbenchmarkindex.com/webinar-recruiting-better-channel-partners/
Thank-You for attending…