Onboarding New Sales Resources Doesn't Need to be So Difficult

Onboarding New Sales Resources Doesn’t Need to Be so Difficult

Michael HalperFounder and CEO

SalesScripter

Impact of Not Onboarding Properly

• Long ramp up time• Learning through trial and error• Sales staff turnover• Opportunity cost

Impact of Not Onboarding

Properly

Long ramp up time

Learning through trial and error

Sales staff turnover

Opportunity cost

RecruitingRecruiting

Look for key attributes

• Ability to learn new

information

• Able to work in and

adopt processes

• Drive, desire, ambition,

need

• History of job stability

Develop interview questions that probe for presence of attributes

Core Concepts

Water on a Sponge

Spoon-feed

Continuous Improvement

Mechanics vs. Results

Immediate Goals vs. Ultimate Goals

The Mental Landscape

Repeatable Processes

Automate

Core Concepts

Spoon-feed as Much as Possible

“I am not sure if we are a good fit for you.”

“I am not sure if you all need what we provide.”

“I am not sure you are the right person to speak with.”

• Decreases guardedness and builds rapport and curiosity

Core Concepts

Water on a Sponge

Spoon-feed






Automate

Core Concepts

Water on a Sponge

Spoon-feed






Automate

Core Concepts

Focus on the Right Goal

• Goal is not to sell the product

• Goal is to establish or schedule a first

conversation

Initial Contact(First time to speak)

Cold CallInbound CallEmailEvent

2 to 5 minutes80% on prospect20% on you

First Conversation(Appointment/Meeting)

Phone CallFace-to-FaceDiscovery


First Meeting(Presentation)

DiscoveryPresentationDemonstration

1 to 2 hours20% on prospect80% on you

Core Concepts

Water on a Sponge

Spoon-feed






Automate

Initial Contact(First time to speak)

Cold CallInbound CallEmailEvent


First Conversation(Appointment/Meeting)

Phone CallFace-to-FaceDiscovery


First Meeting(Presentation)

DiscoveryPresentationDemonstration

1 to 2 hours20% on prospect80% on you

Core Concepts

Water on a Sponge

Spoon-feed






Automate

Core Concepts

Prepare for Objections

• A good script will include objection

responses

• There are only 10 objections that you will

consistently face

• Create an objections map that lists

anticipated objections with responses

Core Concepts

Water on a Sponge

Spoon-feed






Automate

Traditional Call Scripts

• Long list of paragraphs, statements, and questions

• Hard to digest and use

• Intimidating

• Makes you sound scripted

• Not flexible

• Positions you to do most of the talking

Core Concepts

Water on a Sponge

Spoon-feed






Automate

Core Concepts

Water on a Sponge

Spoon-feed






Automate

Improving Your Onboarding

Compartmentalize

Schedule

Teach What to Say

Provide a Playbook

Mentor/Shadow Program

Role-Play

Sales Coaching

Onboarding Checklist

• Identify topics and modules – Product Info– Processes– Sales Skills– Sales Messaging


Compartmentalize

Schedule

Teach What to Say

Provide a Playbook


Role-Play

Sales Coaching


• Build onboarding schedule• Start on day one• Spread out content• Keep it going


Compartmentalize

Schedule

Teach What to Say

Provide a Playbook


Role-Play

Sales Coaching


• Words are a salesperson’s most important sales tool

• What they say will be the difference between failure and success


Compartmentalize

Schedule

Teach What to Say

Provide a Playbook


Role-Play

Sales Coaching


Ben

efit

s

Pro

du

ct

Co

mp

any

Fea

ture

s

Fu

nct

ion

alit

y

What we say when talking with prospects

Very inward focused – me, my product, my company


Compartmentalize

Schedule

Teach What to Say

Provide a Playbook


Role-Play

Sales Coaching


Inte

rest

Val

ue

Pai

n

Qu

alif

y

Cre

dib

ility

Ob

ject

ion

s

Prospect Focused

What we say when talking with prospects


Compartmentalize

Schedule

Teach What to Say

Provide a Playbook


Role-Play

Sales Coaching


• Provide clarity around what the ideal prospect looks like– Demographic details– Current environment – Common pain points


Compartmentalize

Schedule

Teach What to Say

Provide a Playbook


Role-Play

Sales Coaching


• Provide lists of the key questions to ask• The best salesperson is the one that asks

the best questions


Compartmentalize

Schedule

Teach What to Say

Provide a Playbook


Role-Play

Sales Coaching



Compartmentalize

Schedule

Teach What to Say

Provide a Playbook


Role-Play

Sales Coaching



Compartmentalize

Schedule

Teach What to Say

Provide a Playbook


Role-Play

Sales Coaching


• Pre-Call Email Templates• Post-Call Email Templates• Post-Voicemail Email Templates


Compartmentalize

Schedule

Teach What to Say

Provide a Playbook


Role-Play

Sales Coaching



Compartmentalize

Schedule

Teach What to Say

Provide a Playbook


Role-Play

Sales Coaching



Compartmentalize

Schedule

Teach What to Say

Provide a Playbook


Role-Play

Sales Coaching



Compartmentalize

Schedule

Teach What to Say

Provide a Playbook


Role-Play

Sales Coaching


• Weekly structure• Focus on what to do correctly• Identify what to work on next• Monitor calls when possible• Provide a weekly scorecard


Compartmentalize

Schedule

Teach What to Say

Provide a Playbook


Role-Play

Sales Coaching


SalesScripter

What do you sell? ___________

How does it help? ___________

What problems do you fix? ___________

What questions should you ask? ___________

SalesScripter

SalesScripter

If You Want More Help

• https://www.youtube.com/user/LaunchPadSol• Or search Sales Scripter• Over 130 videos• Sales Prospecting 101 Training Program• Webinars• Sales Tips• SalesScripter demo videos• Subscribe

Step 1 – Go to our YouTube Channel

https://www.youtube.com/user/LaunchPadSol

https://www.youtube.com/user/LaunchPadSol


• Five ebooks – Found at https://salesscripter.com/ebooks/– Do’s and Don’ts of Cold Calling– How to Get around Cold Call Objections– How to Build a Value Proposition that Generates

Leads– How to Build Sales Campaigns that Sell– How to Build Email Drip Campaigns that Convert

Sales

• The Cold Calling Equation – PROBLEM SOLVED– Found at http://

www.amazon.com/The-Cold-Calling-Equation-Problem/dp/1468173545

Step 2 – Get One of Our Books

https://salesscripter.com/ebooks/

https://salesscripter.com/ebooks/

http://www.amazon.com/The-Cold-Calling-Equation-Problem/dp/1468173545





• Free 30 day trial– Found at https://salesscripter.com/members/signup

• Scripter Walk-Through– 2 hour coaching session– We answer all of the questions with you– Included with an annual subscription

Step 3 – Sign up for SalesScripter Trial

https://salesscripter.com/members/signup

https://salesscripter.com/members/signup


• One-on-one Sales Coaching

• Sales Consulting– Script development– Strategy development– Sales process development

• Sales Training– Custom sales training programs– Content aligned with your information in SalesScripter– Delivered virtually or in-person

Step 4 – Contact us for Coaching, Consulting, or Training

Questions?

Michael Halper

Founder and CEO

SalesScripter

[email protected]

www.salesscripter.com

mailto:[email protected]

http://www.salesscripter.com/

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Onboarding New Sales Resources Doesn't Need to be So Difficult