Most sales employees in the mortgage world work remote. When they are onboarding it is essential to ensure that their transition is seamless. If not, their stress levels will increase and their productivity will suffer. I like to set the proper expectations with both the new remote employee and the support teams. Onboarding, training and HR work really well together to get them up and running but also proactively check in at the end of each day. I also like to check in periodically with the new recruit to see if they have any questions. It is better to provide more support than less.

Effective remote onboarding is not just a logistical necessity; it is a strategic opportunity to cultivate a high-performing sales culture from the outset. By leveraging technology and innovative mentorship, organizations can create an immersive onboarding experience that instills purpose and vision in new hires. This approach not only accelerates their productivity but also fosters a sense of belonging and alignment with the company's goals. Emphasizing continuous learning and adaptability during onboarding will empower sales staff to navigate challenges and seize opportunities.Ultimately transforming potential frustrations into sustainable profits. Lead with intention, and watch your team thrive in the modern business landscape.

Think of onboarding as your first sales pitch for your fresh hires. Make sure you nail it. This is your first chance to sell your new team member on their success in your high performance sales culture. Make sales training highly personalized. Don't trot out your tired old sales training docs. Run them through some cool sales behavioural and motivator ‘personality profiling’ and debrief them 1-on-1 so you can get to know them fast. Assign a top-performing mentor to kick-start your fresh new blood. Build a 30-60-90-day success calendar that defines clear objectives. Use sales role-playing, and then get them in the field ASAP with your best reps and debrief all of the calls. Onboarding is sales culture-building.

Para poder incorporar personas con éxito la empresa tiene que estar preparada. Lo peor que puede pasarle a una persona que llega para traer facturación a un negocio es dejarlo de la mano de Dios. Antes de sumar personas a una organización (ya lo dice la palabra) la empresa tiene que estar organizada, protocolos bien definidos en cuando a cada tarea a realizar. Qué tareas tiene que desarrollar, cómo lo tiene que hacer, a quién tiene que reportar, cuándo lo tiene que hacer. Esto no solo acorta la curva de aprendizaje del vendedor y logra ser productivo con sus ventas lo antes posible, sino que le aporta certeza a él y no nos olvidemos que son la pieza clave para todo negocio. Ya sabemos que sin ventas, no hay paraíso ;-)