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Onboarding Graduation

Set the Expectations for Success

Walter Crosby

Defining Success!

Let's make sure we set the expectations correctly from the beginning with the new salesperson.

As the sales manager you will need to provide additional time for the new hire. The first 45-days is critical.

This checklist will provide a framework for explaining how the new sales rep becomes successful and graduates from the onboarding process!

This will increase the probability of retention, and a faster start. Let's jump in.

The Order is Important

A house is built from the ground up with a strong frame. All critical systems are built around the frame, and the finishes are last. Build your new salesperson the same way! The product training is important, but not as important as who your sales team serves.

Your goal is to get the salesperson on the phone, or in front of customers and prospects with in two weeks. They should not be talking about product early in the discovery process!

The Critical Topics

Consider the Time Frame You Have to Schedule

Goal Setting Workshop.

Ideal Client Profile - Who we serve.

Messaging - How talk to the ICP.

Prospecting Tactics - Positioning statement, unique value prop, & company story.

Sales Process - How we track opportunities.

Tech Stack - What we use for success.

Coaching - Share your coaching style, methods, and cadence.

Product Knowledge - What our solutions look like.

Success Stories - Share the stories they can tell.

Sales Management Support

Set up success and build a coaching relationship.

Review sales role expectations and KPIs with an agreement to achieving objectives.

Discuss management style & review any assessments taken during hiring process.

Schedule 5-7 minute daily huddles with rep.

Schedule all training to insure rep graduates successful & on-time.

Schedule role play specific meetings at least 3x a week.

Schedule weekly check-in to stay on track.

Schedule time key co-workers who will work with the new salesperson.

Confirm Leadership time is calendared early.

Ideally, identify a mentor for rep who is at manager level, but not in sales organization.

Schedule Time with vendors to support success.

Graduation Requirements

Determine if you need 30 or 60 days of Onboarding.

Ability to articulate who the ICP is, why and provide several examples.

Role play - cold phone outreach to ICP.

Identified an appropriatly sized target list of prospects who fit the ICP.

Demonstration of fundamental skills of recording of prospecting activity in CRM.

Demonstrate how an opportunity moves through the stages and milestones of the company's sales process.

Demonstrate fundamental knowledge of full tech stack.

Demonstration fundamental knowledge of digital assets for prospecting.

Team Work

A team is more than a collection of people. It is a process of give and take. Barbara Glacel

Awesome Optional Extras

Best Sales Manager Ever Checklist

Surprise sales rep with some meetings to be walking meetings, or at a coffee shop.

Suggest influencers on LinkedIn to follow.

Discuss long term career goals.

Consider outside sales coaching, recommend books on sales that supports their journey.

Consider the exit interviews, what did you learn that could add value now?

Create a meaningful graduation experience. Small trophy. Social media campaign. Drinks.

Check-In Questions

Great Questions to Ask over Coffee

How are you feeling in your new role?

What are you enjoying the most about the role?

Has anything surprised you? If so, what?

Is there anything about the training that you would add or change?

Do you feel you have gotten to know your co-workers?

Do you feel out of the loop on anything?

Is anything about your role, the team or company still unclear?

As your manager, what can I do to make your transition easier?