Sales best practices for improving sales win rates, shortening the sales cycle and increasing overall quota attainment. Sales strategies to make revenue growth repeatable, and scalable
When a new sales new hire or new recruiter joins your staffing firm, their success is primarily dependent upon on whether or not you nail the first 30 days of sales onboarding. As I have discussed in past blog posts, there are numerous sales onboarding mistakes to avoid, and there is a right way and wrong to organize your new hire onboarding training orientation.
The time lapse between your sales new hire's start date and the date in which they track to meet or exceed sales quota represents your opportunity cost to onboard a new sales rep. A shorter ramp up time means reduced risk in missing your sales quota. With the cost of a failed new hire ramp up at six times the base salary (Topgrading for Sales), it is imperative that your sales new hires ramp up to productivity as quickly as possible.
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As a staffing leader responsible for leading a team of sales reps or recruiters, getting your new hires ramped up and hitting quota as quickly as possible is one of your most important responsibilities. The sooner they are able to make quota the better and easier your job becomes. Yet the reality is most IT staffing firms struggle to quickly and efficiently onboard and ramp-up their new hires. And many new hires struggle to ever hit quota while many more never even make it. The impact of this is costly according to Brad Smart, author of Topgrading for Sales, who states that the average cost of a failed ramp-up is six times the base salary for a salesperson. The reality is even more concerning with The Bridge Group reporting that the average sales rep stays in the job for only 1.4 years.
If your staffing organization is like most then going through the first few days and weeks of your sales and recruiter on-boarding training is probably like drinking water through a firehouse. And that means your new hires walk away feeling the same as when you walk away from Thanksgiving dinner; fatigued and bloated!. The question is, what happens next?
If your new hire orientation is confined to asking your new hires to read an outdated three ring “company overview” binder followed by a few hours of “shadow training” than you might want to continue reading this article.
Here I present to you Fast Growing Inc, a multi-million dollar IT staffing firm. Joe the founder and owner wants to grow by opening several new offices. However, Sam, his VP of Sales and his team struggle to capture market share in a red-hot IT staffing market. As you will see, they're struggling to grow because their sales team is failing to use consistent and targeted messaging. Let's investigate Fast Growing, Inc in more detail.