Saleshood: How Winning Sales Managers Inspire Sales Teams to Succeed by Elay Cohen

Author:Elay Cohen
Language: eng
Format: mobi
Publisher: Greenleaf Book Group Press
Published: 2014-04-12T18:30:00+00:00

CREATE YOUR OWN ONBOARDING PROGRAM

It is within your reach to build an onboarding program for your new salespeople that borrows elements from enterprise companies yet still has a local, personalized impact—even if you don’t have many resources to devote to it. As a sales manager, you know your team and your market best. You also know what resources you can expect from headquarters, so planning properly will improve the effectiveness of your program.

I was recently working with a young, hot, energetic start-up, and at one point I met with the head of sales, their sales managers, and their sales operations leader. We talked about their sales-productivity challenges and specifically their onboarding goals. The head of sales shared that he felt his company was ready for an enterprise-class onboarding program. With that, we had our marching orders, and we went straight to work.

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