I was recollecting about a job I took in which I felt I did everything right. It is doubtful I did, but it is my recollection so bear with me. I qualified the opportunity, the sale, the expectations and the ramp time. All of the responses were a good fit to my abilities. The ramp time was 6 mos. before getting to a steady revenue stream according to the hiring manager. I knew I could beat that and I did by cutting it in half. I had closed a handful of fairly sizeable deals within 3 mos. and was chasing a handful of large deals. And then I was laid… Read More
Continue ReadingOnboarding, Onramping
We call it onramping because that is truly what occurs with new sales hires. This area is often overlooked or under-served by sales managers. They often hire new salespeople, offer some product/service training and then turn them loose in the field. It is the sink or swim approach that leads to turnover. SellingPower.com reports on this fact in On-Boarding: The Most Overlooked Part of Hiring. Here is why this topic is so important: Unfortunately, great sales on-boarding programs are still the exception, rather than the norm, says Stakenas. He says that most companies are missing an opportunity in the first three to six months of a new hire’s time to… Read More
Continue Reading