What are the best ways to onboard new sales team members?

1 Define the sales process

The first step in onboarding new sales team members is to define the sales process that they will follow. The sales process is the sequence of steps that guide the customer from awareness to purchase and beyond. It should be aligned with your service operations strategy, goals, and value proposition. You should explain to your new hires the purpose, objectives, and outcomes of each stage of the sales process, as well as the key activities, tasks, and tools involved. You should also provide them with clear expectations, metrics, and feedback mechanisms to measure and improve their performance.

2 Train on the product or service

The second step in onboarding new sales team members is to train them on the product or service that they will sell. The product or service is the core of your value proposition and the main reason why customers choose you over your competitors. You should educate your new hires on the features, benefits, and differentiators of your product or service, as well as the customer needs, pain points, and preferences that it addresses. You should also demonstrate how to use, present, and pitch your product or service effectively, using relevant scenarios, cases, and stories.

3 Develop the sales skills

The third step in onboarding new sales team members is to develop their sales skills. Sales skills are the competencies and abilities that enable your sales team to communicate, persuade, and influence customers throughout the sales process. They include skills such as listening, questioning, rapport building, objection handling, closing, and follow-up. You should assess the current level of sales skills of your new hires and provide them with appropriate training, coaching, and mentoring to enhance their strengths and address their gaps. You should also expose them to best practices, tips, and techniques from your top performers and industry experts.

4 Integrate into the culture

The fourth step in onboarding new sales team members is to integrate them into the culture of your organization and your sales team. The culture is the set of values, beliefs, and norms that shape the way you work and interact with each other and with your customers. It influences your sales team's motivation, engagement, and collaboration. You should introduce your new hires to the vision, mission, and values of your organization and your sales team, as well as the rules, policies, and procedures that govern your work. You should also foster a sense of belonging, trust, and support among your new hires and their peers, managers, and mentors.

5 Equip with the tools

The fifth step in onboarding new sales team members is to equip them with the tools that they will need to perform their roles efficiently and effectively. The tools are the systems, platforms, and applications that support your sales process and enable your sales team to access, manage, and share information, resources, and insights. They include tools such as CRM, email, phone, chat, video, social media, and analytics. You should familiarize your new hires with the features, functions, and benefits of each tool, as well as the best practices, standards, and guidelines for using them. You should also ensure that your new hires have the necessary hardware, software, and access rights to use the tools.

6 Evaluate and refine

The sixth and final step in onboarding new sales team members is to evaluate and refine the onboarding process itself. The onboarding process is not a one-time event, but a continuous and dynamic cycle that requires regular monitoring, feedback, and improvement. You should collect and analyze data on the effectiveness, efficiency, and satisfaction of your onboarding process, both from your new hires and from your customers. You should also solicit and incorporate suggestions, ideas, and innovations from your sales team and other stakeholders. You should then use the insights and learnings to refine and optimize your onboarding process for future new hires.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?