Reboarding the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp

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Enlightened sales organizations understand the need to invest in onboarding: a structured training and development effort to speed new hires up the learning curve. But given the incredible pace of change in today’s B2B sales environment, traditional onboarding is no longer enough. Sales enablement pros must find new approaches for optimizing salesforce performance and productivity throughout their tenure, essentially “reboarding” their sales teams as conditions demand. In this webcast, co-presented with the Sales Management Association, we explore the concept of “reboarding,” why it’s so critical for fast-growing enterprises, and share data-driven best practices for keeping both novice and veteran sales reps alike, engaged and ready to win.

Sales

Today’s Speaker
Slide 3© 2016 The Sales Management Association. All rights reserved.

Twitter
@Qstream
@SMAssociation
Hashtag
#salesreboarding
The best ideas should be shared
© 2016 The Sales Management Association. All rights reserved.

Poll: Revenue growth forecast
What is your sales growth forecast for this year?
•  < 5%
•  5%-15%
•  15%-30%
•  > 30%
© 2016 The Sales Management Association. All rights reserved.

Revenue growth challenges
Source: CSO Insights, 2015 Sales Management Optimization Study

58%
Percentage of sales
reps achieving quota
47%
Companies with a ramp
up time >10 months
68%
Companies that plan to
increase the size of their
sales team
22%
Average sales
turnover rate
© 2016 The Sales Management Association. All rights reserved.

A word about turnover
© 2016 The Sales Management Association. All rights reserved.

Driving revenue growth
Moving the middle!
© 2016 The Sales Management Association. All rights reserved.
Bottom 20% Top 20% 
!
Revenue Performance
Salespeople
5% performance gain from the
middle yields over 70% more revenue
than a 5% shift in the top
Middle 60% 
!
Sales Executive Council (SEC)!

Happy, productive reps stick around
© 2016 The Sales Management Association. All rights reserved.
And get up to speed
34% faster

When is it OK stop?
© 2016 The Sales Management Association. All rights reserved.

Continuous ‘re-boarding’
© 2016 The Sales Management Association. All rights reserved.

The bottom line
© 2016 The Sales Management Association. All rights reserved.
Top performers
are proficient
in all aspects of
their job

One-third of reps are not all that…
But which ones are they?
© 2016 The Sales Management Association. All rights reserved.

Competency vs. Productivity
© 2016 The Sales Management Association. All rights reserved.

What does good look like?
© 2016 The Sales Management Association. All rights reserved.

Chat: The ideal salesperson
Describe in a few words
the qualities/behaviors
of the ideal sales rep?
© 2016 The Sales Management Association. All rights reserved.

The sales talent lifecycle
© 2016 The Sales Management Association. All rights reserved.

Onboarding effectiveness
Identifying Onboarding Capability Gaps
Sales Management Association
February 2015
© 2016 The Sales Management Association. All rights reserved.

Measure what reps do
© 2016 The Sales Management Association. All rights reserved.

Measure what reps produce
© 2016 The Sales Management Association. All rights reserved.

Measure what reps know
© 2016 The Sales Management Association. All rights reserved.

Measure over time
© 2016 The Sales Management Association. All rights reserved.

Now tie that all together
© 2016 The Sales Management Association. All rights reserved.

Mind the gaps
© 2016 The Sales Management Association. All rights reserved.

Data-driven coaching tools
© 2016 The Sales Management Association. All rights reserved.

Data-driven coaching insights
© 2016 The Sales Management Association. All rights reserved.

Data-driven coaching templates
© 2016 The Sales Management Association. All rights reserved.

Guided selling tools
© 2016 The Sales Management Association. All rights reserved.

Important reboarding considerations
Time
Convenience
© 2016 The Sales Management Association. All rights reserved.
Insights
Motivation

Three success metrics
Sales Representatives
SALES CAPABILITIES!
Sales Managers
COACHING EFFECTIVENESS!
Senior Sales Management
PERFORMANCE ANALYTICS!
© 2016 The Sales Management Association. All rights reserved.

Results
30% 3% 12%
Quota
attainment
Gross proﬁt Sales turnover
© 2016 The Sales Management Association. All rights reserved.

Questions and Discussion
Slide 34
Enter your questions in the
“Questions” box on the right
hand side of the webinar
application window.
Did we run out of time before we got to your
question? Presenters can follow-up with you via
email. Feel free to submit more questions if
you’d like an offline response.
© 2016 The Sales Management Association. All rights reserved.

Sales Management Association Webcast
6 April 2016
Presented by
“Re-boarding” the Sales Force: Leveraging
Onboarding Principles to Keep Seasoned
Salespeople Sharp
© 2016 The Sales Management Association. All rights reserved.

© Copyright 2016 The Sales Management Association
Thank You.

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