Every sales manager has an onboarding procedure for new reps, beginning with day 1.
Do paperwork, have lunch with the boss, shadow some veteran salespeople, start building a prospect list, etc.
The first 30, 60, and 90 days of onboarding new sales reps are pretty standard. (Of course, we recommend that you follow the CSS Onboarding Checklist).
However, what are your plans on Day 101 for your new sales reps?
Far too often, I see sales managers get into the mentality that if a rep has been around for 90 days or more, they know what they are doing and let them do it. Salespeople need and want your guidance. You need to have a plan to help continue their growth and development.
Remember, your success is dependent on your sales team's success.
3 Ways to Continue to Help Develop New Sales Reps
1. 100-Day Review
After the first 100 days is the perfect time to review your new salesperson's activity and productivity. As much as we want them to have closed a bunch of new sales, the reality is that it just takes longer for new salespeople to gain traction today.
Focus on the leading indicators that will help them succeed. Review their outbound sales activity, number of new CNAs, and proposals. Don't just look at the numbers, but also dive deeper into the quality of the content. You are looking for areas where you can help them improve. Identify performance gaps and create a plan to close them.
Use data, customer feedback, and missed opportunities to help them identify areas for improvement, set goals, and hold them accountable for achieving those goals. Additionally, offer feedback and constructive criticism and provide resources or training to help them develop the skills they need to succeed.
2. Optimize Sales Process
By reviewing and refining the sales process, salespeople can improve their efficiency and effectiveness in closing deals.
As a manager, you should analyze the existing sales process and identify areas that need improvement. This could include streamlining outreach, refining the pitch, or improving follow-up procedures. Also, provide resources or training to help salespeople develop skills that can improve their sales process.
3. Build Personal Brand
In today's social media-driven world, salespeople need to create and curate a professional brand online. Help them establish themselves as sales thought leaders. Encourage them to share their insights, experiences, and expertise on social media.
By becoming active on LinkedIn, blogging, or even a personal marketing resume, your new salespeople can stand out from the competition and attract more business.
For two additional ways to develop new sales reps, check out this article in the new Talent Magazine!
Investing in your sales reps beyond the first 90 days is crucial to the long-term success of your sales team. By developing a performance plan for your new reps after their first 100 days, you will help set them up on a path to success.