HIRING


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Keep this in mind when hiring new reps: “Most firms declare victory too early.” That’s according to one sales expert. “Onboarding a salesperson isn’t truly finished until you are 100% sure the salesperson will stay with you.”


Onboarding means much more than just getting the new rep a desk, laptop, and password to the CRM


system. The expert says onboarding is one of the four crucial steps (recruit- ing, onboarding, ongoing manage-


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ment, and retention) to building an effective sales organization. Miss one crucial step and the rest will fail – or at least be much harder to achieve. What exactly is true onboarding? The expert says it means the new hire achieves proficiency in attitude, knowledge, skills, and activities, and ultimately gets results. Each of these areas can, in turn, be broken down into its components. For example, reps may need knowledge of one and then several products, then knowl- edge of their markets and custom- ers, then knowledge of competitors’ strengths. Activities include reach- ing out to prospects, connecting to


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