Putting the Onboarding Building Blocks into Practice
Adam Shapiro
Preparing and Professionalizing Sales Teams | Sales & Executive Coach | Truth-Teller | Ace Home Cook | Failing Fantasy Footballer
Throughout this series, I've covered the seven essential building blocks for effective onboarding and continual in-boarding of your sales, marketing and delivery teams:?
1. The Ideal Client Profile
2. Key Player Illumination
3. Mineral Rights Questions
4. Metrics that Build Trust
5. Success Stories
6. The Evaluation Plan
7. The Implementation Story
Collectively, these building blocks provide a comprehensive framework for equipping your revenue teams to have thoughtful, insight-driven conversations that build value and trust throughout sales processes with new prospects and existing customers.
But as with any new strategy or methodology, successfully operationalizing it requires conscious effort and change management.
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Start by Documenting Current State
Before trying to implement anything new, take stock of your current processes, messaging, and formal (or informal) coaching disciplines. Identify gaps and areas of opportunity.
Collaborate Across Functions
While my onboarding approach is primarily geared towards sales teams, it requires input and alignment across marketing, product management, professional services/implementation teams and more. Build a cross-functional working team to pressure test and flush out each building block.
Adopt Iteratively
You don't have to boil the ocean. Many companies start with specific building blocks that seem highest-impact based on current deficiencies. For example, determine which of your messaging or messaging tools are outdated. Are your sales processes properly documented and understood? Introducing elements methodically allows for quicker time-to-value.
Enablement is Continuous?
Even after an initial onboarding push, these building blocks should become living and breathing frameworks that are continuously updated based on customer feedback, product evolution, competitive landscape shifts, and more. Schedule recurring callbacks to validate and refresh each component.
Commit to mastering these essential building blocks, and you'll be well on your way to achieving true sales excellence through consistent, insight-driven customer conversations.
If you'd like to discuss implementing any of these strategies at a deeper level, I am offering a special 30-minute 1-on-1 consultation for readers of this newsletter series, or really anyone. Simply contact me at [email protected] or direct message me on LinkedIn to book a session and get your specific questions answered.