You Are What You Eat: Optimizing Content ConsumptionQuality? Or Quantity? Content Marketing Struggles with the Right Path Forward3 Ways to Take Brand Advocacy to the Next Level with User-Generated Content5 Reasons Why Your Content Marketing Isn't Working
Let's Measure Social Media ROI in a Way That Isn't StupidTo Grow Your Social Marketing Budget, Determining ROI Is a Critical Job SkillWe Need to Rethink Our Definition of Engagement
- Content Marketing
Technology & Data
Social Change Agent Survey: Passion, Skill Set, and Persistence Lead to Career GrowthSandy Carter's 6 Social Business Lessons to Learn from Candy Crush5 Tips for Creating a Company Culture that Connects with Your Sweet Spot ClientsWhy Leadership Should Be a Collaborative Exercise
8 Internet User Statistics Every Small Business Should Know AboutCan't Find Time for Social Media? This Approach Will Help6 Ways to Turn Your Small Business into a Media Hub
- Social Organization
Beyond Engagement: Why Advocacy Is Always About the PeopleFormer IBM Senior Advisors Launch Brands Rising to Build Employee Advocacy ProgramsPerformance and Risk Management Through Social Media TrainingEmployee Advocacy Summit: Advocate Stories from the Field
- Customer Service
Join us September 15th in Atlanta for The Employee Advocacy Summit and learn how to unleash the power of your employees.
Post your event here and we'll share it with our community. If one of our members is featured, we'll promote as well on their profile.
- Marketplace & Webinars
The SMT Marketplace
Your resource for exclusive content and insights from Social Media Today, and opportunities to reach our community of professionals.
The Social Business Book Club brings you books, discussions, and insights from today's to business thought leaders.
Join interactive talks and and panel discussions with leading thinkers and practitioners on social media and networked business, or browse the catalogue of recorded sessions - all completely free.
Reach Social Media Today's community of marketing and communications professionals in an editor-approved context with a native advertising package.
Why Sales Onboarding May Not Be Right for Your Company
Posted on June 18th 2013
In this episode of the Sales Management Minute, learn why your company may not be ready for a sales onboarding initiative.
In past episodes of the Sales Management Minute, I’ve touted the benefits of effectively onboarding salespeople, but onboarding isn’t for every company. Actually, it is, but you may not be ready for a sales onboarding engagement.
When executives hear the business case, financial impact and my unique sales onboarding methodology, they get excited and want to immediately implement the program in their companies. The question is whether or not they are truly ready for a sales onboarding engagement. Two indicators quickly expose the companies well-positioned and those who have pre-work to do before launching an onboarding initiative.
1. Does the company have a documented sales process?
Many small and mid-sized companies have not deployed a step-by-step sales process that is to be followed by the salespeople. If there isn’t process, in what will the salespeople be onboarded? A sales framework (sales architecture®) is needed so that the new salesperson can be onboarded into the role. The pre-work in this case is to document the sales process from beginning to end – from lead to sale.
2. Can the company adeptly evaluate sales talent?
All of the onboarding in the world cannot fix poor sales hiring practices. The expectation, when onboarding a salesperson, is that the right individual has been selected for the role. When companies cannot skillfully make selection decisions, the onboarding benefits become a pipedream. The pre-work for these companies is to identify the factors that affect sales performance in a specific sales role and evaluate candidates against those factors - so they hire the right people for these positions.
Only when these two foundation pieces are in place is a company prepared for a successful sales onboarding initiative.