evolve corporate sales training

EVOLVE CORPORATE

SALES TRAINING

Event 3 of 3 in B2B Sales Summer School Series

Today’s Speakers

Scott SantucciPrincipal Analyst and Research DirectorForrester Research@scottsantucci

Jarrett O’BrienSr. Product Marketing ManagerJive Software@jarrettobrien

Making Leaders Successful Every Day

Sales Onboarding in the 21st CenturyScott Santucci, Research Director Sales Enablement

© 2013 Forrester Research, Inc. Reproduction Prohibited 6

Your onboarding process is too complicated

› Your clients are complex – you cannot artificially make them simpler

› Current approaches to make each step “simple” complicate the whole process

To fix it – make it simple; but simple is hard

› Understanding the when end to end process is challenging when their isn’t clarity about what onboarding is to begin with

› Make things simple by removing the complications in the way of your sales people performing the tasks they need to accomplish

But when you do, its really effective and easy to run

› Companies who even simplify pockets experience noticeable results

› A focus on continuous improvement is critical to unlocking breakthrough returns

Cutting to the chase- What we will cover

VP of Broken Things

Your current state

Mismanaged complexity creates bottlenecks to growth initiatives

Complexity coping strategies

“Show up and throw up”

“Heroic effort”

Let’s design out the complexity

AudienceMessengerMessage

+

What is a selling system?

Product / BU Heads“Make sure you feature my stuff”

CEO“Make it productive”

Human Resources“Highlight the culture, our benefits and know

our policies”

Finance“Make it cost

effective”

IT“Train them on the

key systems”

Sales“Get them out into the

field as fast as possible”

YOU


Picking the wrong onboarding strategy…

› “Look at how many sales people we enrolled last year”› “Look how many days we cut out of the process”› “Look at the accreditation program we rolled out” › “Look at how wonderful our net promoter scores are”

Can be career limiting.


What is sales onboarding?

› Agree on what it is… › Not just on how to measure it…› Or how to execute it.

13

Average sales

performance

Trained on processes

and products / services

Released from course

Number of attendees


The key questions you need to answer

› Who is your executive sponsor, really?

› Why is onboarding important (to each of your stakeholders)?

› What is the agreed upon, verifiable definition of an on-boarded salesperson? What benefits are costs measured against?

› When are reps expected to be on-boarded?

› How much resource is at your disposal? How long do you have the reps for?

› Where does on-boarding need to be executed? Where do reps get the reinforcement they need once they are released from the class?

14

PSST… This is a “take away” to set up a charter

A reference process model

Recruiting process

NewHire

Onboarding

Human Resources

Training & Enablement

Sales Leadership & Training

101

201

301

401NewHire Coaching

Development


Recruiting Process

NewHire

Onboarding

Human Resources

Training & enablement


101

201

301

401NewHire Coaching

Development

© 2012 Forrester Research, Inc. Reproduction Prohibited

Current state - Recruiting

• Massive variability of hiring practices from different geographies and regions.

• Multiplied by different beliefs by hiring managers about what makes a good seller.

• Compounded by varied backgrounds, experiences, and demographics.

It’s not as straightforward as you would think

W-2

“Account Rep”40 different versions of the job

description