Hiring, Onboarding, and Ramping Salespeople: The T.E.A.M. Framework by Cory Bray & Hilmon Sorey

Author:Cory Bray & Hilmon Sorey [Bray, Cory]
Language: eng
Format: epub
Publisher: Open-Source Publishing
Published: 2019-11-22T05:00:00+00:00

The Offer Letter Sets the Stage

Until someone receives their first big promotion, odds are that the moment they receive an offer to work at your company is the most excited they will be about their job. As a result, it’s important that leaders take advantage of this enthusiasm and use it to begin engaging the new hire.

This enthusiasm comes with the willingness to dig in and do some pre-work, which can relate to their role either directly or indirectly.

Direct pre-work might be becoming acclimated with your company’s sales playbook, for example. This way, they will walk in on day one and have a very clear understanding of the key resource that they will use to drive quality activity during their first days on the job. If your company doesn’t have a sales playbook that the team uses consistently to drive revenue, we have included an overview of what a great playbook looks like in figure 9.1.

Figure 9.1: An overview of a complete sales playbook

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