Great Onboarding = Sales Success

By [Your Name]

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Picture this: You’ve just hired a fantastic new sales rep. They're eager, motivated, and ready to crush those quotas. But wait! Fast forward three months, and they're already updating their LinkedIn profile with "open to work." What went wrong? ??

If you’re nodding along or cringing in recognition, you’re not alone. In the fast-paced world of sales, where every day is a sprint, effective onboarding often gets left at the starting blocks. Yet, it’s one of the most powerful predictors of success—both short-term and long-term.

The First 90 Days: Make It or Break It!

When new hires join a company, their first 90 days are crucial. This period is a bit like a first date. Impressions matter, and you want to make sure they see the company as a keeper. Research from the Society for Human Resource Management (SHRM) found that effective onboarding programs can improve retention rates by as much as 82% and productivity by over 70% during that critical period. That’s a lot of first-date charm! ??♂?

Think about it this way—onboarding is like giving someone a GPS before setting them loose in a maze. Without it, they’re wandering around aimlessly, wondering where the exits are and how to avoid the Minotaur (or in this case, unrealistic sales targets).

Short-Term Wins: Get Them Up to Speed Faster

A well-structured onboarding process is like a turbo boost for your new sales reps. When done right, it accelerates the time it takes for them to become fully productive. According to a report by the Aberdeen Group, organizations with a formal onboarding process see 54% greater new hire productivity. ??

Think about it: Would you hand someone the keys to a race car and say, “Good luck, figure it out”? Of course not! You’d provide them with a pit crew, a strategy, and maybe even some driving lessons. Yet, in sales, too often we send new hires onto the racetrack without the proper support.

Building a Foundation for Long-Term Success

The impact of onboarding goes beyond just getting new hires up to speed. A thoughtful onboarding experience builds a strong foundation for long-term success. It’s not just about handing them the “Keys to the Kingdom” (or the CRM system); it’s about showing them how to use those keys to unlock real value for themselves, their clients, and the company. ??

The real kicker? It’s not rocket science. It’s about clarity, culture, and connection.

Clarity: What’s expected of them? What does success look like? What resources are available to help them get there? How do they get things done?

Culture: Who are we as a company? What are our values, and how do we live them every day? What supports, processes and tools are in place to support?

Connection: Who’s in their corner? A mentor, a buddy, or just someone to grab coffee with and vent about the latest CRM update. ??

The Domino Effect of Great Onboarding

Effective onboarding doesn’t just impact the individual; it has a domino effect on the entire sales team. When new hires are well-prepared, they bring fresh energy, new ideas, and a boost in morale. A study by Harvard Business Review shows that employees who had a positive onboarding experience were 69% more likely to remain at the company for three years. And let’s be honest—sales teams are like dominoes; one falls, and more may wobble. ??

Avoiding the "Sink or Swim" Mentality

We’ve all seen it: the “sink or swim” approach to onboarding. And while this might work in action movies, it’s a terrible strategy for sales teams. In reality, most people don’t want to be thrown into shark-infested waters without a life vest. (Go figure!) ??

An effective onboarding program eliminates this guesswork and sets clear, achievable milestones that guide new hires from their first sales call to their first closed deal. Think of it as building a bridge rather than throwing them off one and hoping they figure out how to fly.

Making Onboarding Fun and Engaging

Onboarding doesn’t have to be a boring slideshow or a “death by PowerPoint” situation. The most successful programs are those that mix learning with engagement. Why not build product training right into sales skills and process development? Or better yet, incorporate a little friendly competition into the mix. After all, salespeople thrive on a bit of rivalry! ?? Let's get ready for GameDay?!

Final Thoughts: Invest in Onboarding, Reap the Rewards

Here’s the deal: effective onboarding is an investment, not a cost. It’s about setting your sales team up for success from day one and beyond—it supports, empowers, and helps your team go the distance.

So, as you plan for the coming year, ask yourself: Is my onboarding process ready to create superstars, or is it still stuck in 2010? Let's move beyond the “sink or swim” mindset and build a process that equips, engages, and empowers our sales teams to reach new heights!

Now, go forth and onboard like a boss. ?? Good Luck, and Good Selling!

--- At Optimé International we work with our clients to build and sustain capability across their sales and customer facing organizations, all the way from entry level to the c-suite. We'd love to connect with you! www.optime.com ---

Sources:

- Society for Human Resource Management (SHRM) Report

- Aberdeen Group: "The Value of Onboarding: Impact on New Hire Productivity and Retention"

- Glassdoor Research: "How Effective Onboarding Leads to Retention and Productivity"

- Harvard Business Review: "The Impact of Effective Onboarding on Employee Retention"

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