High performing sales starts with the hiring process and comes to life in the on-boarding process. Every sales leader is looking for ways to improve the onboarding process and make their team more productive, more quickly.
There is no 3-D printer or factory producing the best sales professionals. You need diversity training, an understanding of our pitch, presentations, products, content, and culture. The biggest challenge Craig sees is the participation by sales leaders. They seem to turn the responsibility over to a different set of folks to get the carefully hired person ready to generate revenue. There is a tension between sales leaders handing off people to be onboarded so they can work with the reps already in place. They just hope they'll get the right outcome in the end. The two need to be in alignment.
In this episode, Craig Sawicki, VP of Sales Excellence at Altify, will give his insights and best practice on how to onboard, to certify and turn new hires into active performers more quickly and build for scale.