Best Practices for Onboarding New Sales Hires

Greetings from the heart of London! As part of The Sales Experts family, we’ve journeyed with countless companies in sculpting out their sales teams. Over the years, one thing has consistently stood out as a game changer: the importance of those first 90 days. Specifically, mentoring. Let’s dive into this.

Imagine this scenario: You’ve just hired James. James, fresh from university, has all the zeal of a new salesperson but lacks the nuanced experience. In the typical onboarding process, James would undergo a week or two of training, get handed a bunch of brochures, maybe shadow a senior salesperson for a day or two, and then – off he goes into the vast world of sales. Sounds familiar, right?

Now, let’s remix this a bit. What if, instead, James was paired with a mentor for an intensive 90 days? This isn’t about just shadowing; it’s about a genuine relationship that focuses on his growth, answering his every question, and guiding him through real sales situations.

The initial weeks in a sales role can be overwhelming. There’s a deluge of information, new systems to navigate, and a pressure to hit the ground running. This is where intensive mentoring can be transformative. Instead of allowing new hires to feel like they’ve been tossed into the deep end, mentors serve as a buoy, providing them with consistent guidance, feedback, and support.

Moreover, having a mentor means there’s always someone to turn to. Remember the first time you botched a sales call or felt lost navigating a CRM system? These moments, while small, can shake a new hire’s confidence. With a mentor by their side, these become invaluable learning moments. The mentor can share their blunders, what they learned from them, and how to move forward.

This not only boosts morale but also accelerates the learning curve.

But it’s not just about handholding. Mentoring cultivates an environment of mutual respect and trust. As new hires share their daily experiences, concerns, and aspirations with their mentors, they’re also building strong interpersonal relationships within the team. This bond can prove invaluable in their long-term career development and the overall cohesion of your sales team.

Now, let’s address the elephant in the room. Time. Yes, mentoring does require an investment of time. But think of it as setting a strong foundation for a house you’re building. Sure, it might be quicker to skip some steps, but then you’d always be worried about it collapsing. By investing time in mentoring new sales hires intensively during their initial 90 days, you’re ensuring they have a rock-solid foundation to stand on.

In conclusion, if you’re looking to revolutionize your onboarding process, think beyond the usual. Embrace intensive mentoring! The 90-day magic isn’t just a catchphrase; it’s a tested and proven method that we at The Sales Experts have seen work wonders time and again. So, next time you bring someone new into your sales family, remember to mentor, nurture, and watch them soar! Cheers to building stronger sales teams, one mentor at a time.