Let’s start by admitting the enormity of the challenge - onboarding and getting sellers up to speed is a huge task. On average, new sales hires spend 10 weeks in training and development and only become productive after nine months or longer. And guess what? Even after you find and develop these new sales hires into great professionals, they are hard to keep. The annual sales force turnover rate is 20% according to CSO Insights. If that wasn’t enough, turnover is exceedingly expensive. According to a study from DePaul University, it costs organizations $97,960 to replace the average sales rep. That’s a lot of wasted time, money, and resources, which means developing an effective sales onboarding program is critical to the success and retention of your sales force. Your new hire training and sales onboarding process shouldn’t be thought of as a one-time event. It should be thought of as an ongoing process and journey that will continually evolve and develop over time. In each wave of new hires, you’ll deal with different personalities, experiences, preferences, and perspectives. Your onboarding and development process must be flexible and adapt to these factors. Here are 7 ideas for every sales manager to get the training and development process started:
All management roles are stressful to some degree, but managing a sales force is arguably one of the toughest jobs out there. With so many competing priorities and interests, pressures from key stakeholders across the organization, and not to mention the burden of the company’s financial success on your shoulders. And that’s just the beginning.
The right sales training for your employees is integral to the success of your business. Before you invest, make sure you have all of the information you need to make a smart decision.
Do you ever hear yourself saying: “I wish I had more time”?
What makes someone successful? Why are they the best? If you look at some of the most successful people in the world, there’s one common belief they all share: They believe in continuous learning and ongoing development. Bill Gates. Warren Buffett. Oprah Winfrey. These are just a few examples of the many prosperous people who are committed to lifelong learning and education. But for most people, your professional day is measured by how much you get done, not by how much you’ve learned. Focusing on getting things done so you can check it off your to-do list without truly thinking about the outcomes and understanding the value of your activities is a sure-fire way to remain the same and never grow. This is why the best of the best continue learning. They don’t just take a ‘get it done’ mentality, they focus on understanding the how and why of things. They focus on learning what’s working and what’s not working and then adapt their approach based on these findings. They are constantly seeking new information and new perspectives to make them better at what they do.
This week, I attended IMPACT Live 2018, which was an exclusive, 2-day experience designed to bring marketing and sales leaders together to learn and make valuable connections. To give you a little more background, the theme of the two days revolved around redefining inbound marketing. In the opening session, Marcus Sheridan, shared an honest look into where we were, where we are, and where we need to go to make inbound an even more essential part of doing business. He also shared a powerful perspective and three compelling beliefs that all inbound professionals should consider and share as the new era of Inbound emerges: Inbound is a MINDSET, a PHILOSOPHY, and a CULTURE. We must share three main beliefs: Trust is the most important currency in business. There is power in community. There is always room for growth.
How do you stay motivated when you just don’t feel like selling? What can you do to maintain your sales momentum? Who do you look to for inspiration? DMTraining talks to a lot of salespeople, and a common theme we are asked about is motivation. Many sales reps believe motivation is something that just sort of happens. But motivation is something you do, or don’t do, for yourself. It’s the daily sales habits, routines and mental processes that you set for yourself that will truly get you going and keep you going. Don’t get me wrong, this is no easy task. But given there are so many factors out of your control throughout the sales process, why not take control of your attitude and your ability to motivate yourself? To help you get a jump start, we’ve put together this list of 47 motivational quotes to remind you that even when you’re dealing with a difficult prospect, lost sales, or poor market conditions, you can still prevail and succeed!