But experienced hiring managers know this is only the first step. Now what?
The challenge is not only to hire the right talent but to bring them aboard and help them be successful as quickly as possible…not only for their satisfaction and feeling of value to the company but also for the good of the organization. Especially in the field of sales.
If you are in charge of hiring new sales reps and of their new hire orientation, here are 4 tips to help you do it right in terms of speed to productivity:
1. Provide targeted training and job aids on what they will be selling.
The better your new hires understand what the product/service can do and what important customer problems it solves, the more authentically they will represent it. They may not need to know every detail…but they should be able to thoroughly know who uses it, how they use it, why they use it, when they use and where they use it compared to the competition. At a minimum, they need to understand the product/service enough to satisfy typical customer questions, concerns and objections through the sales process.
2. Share a complete profile of your ideal target customer.
Who will they be selling to? New hires need to understand the ideal client profile including target industry, geography, size, title, role, buying trigger, business driver and situation attributes. They need to deeply understand the most pressing needs of their target buyers so they can create compelling hooks that will help their customers to succeed. The bottom line - new sales reps need to know what important problems their customers face so they can design solutions that will add measurable value.
3. Clearly Articulate What Differentiates You From Your Competition.
Sales reps need to know what specifically sets you apart in the eyes of your target clients and gives you a distinct competitive advantage. Do you it cheaper? Faster? Better? Bigger? Easier? With less risk? Whatever your edge, it must be relevant and believable enough to resonate with your target clients compared to the other priorities on their agenda.
4. Fill them in on and train them in your company’s sales methodology.
What is the preferred sales process? Who does the prospecting? Who does the qualifying? At what point do they enter the sales process? How does marketing support their efforts? What technology and tools are available to help make them more productive? And how far do they take the sale…through the close, contract and follow-up? The sales process varies with every sales team. The sooner your new hires become familiar with how it works best in your company and who is in charge of what step, the faster they will be productive and the more satisfied they will be with their own contribution.
