Know your velocity: Measure the impact of your program.<\/li>\n<\/ul>\nOver the past several months we have been dealing with managers that are struggling with their salespeople –\u00a0from bending rules to not providing call reports to not coming into the office on a regular basis.\u00a0 The one common\u00a0fact through all of them has been a lack of setting the tone early.\u00a0 Each one of these managers failed with rule number 1 in some respect.\u00a0 Some made no effort at all with the onramping program, others only put in effort when they had the time and others ignored issues at the time they first surfaced.<\/p>\n
I’m not condoning the salespeoples’ behaviors, but many of these issues could have been negated had the sales manager simply\u00a0spent time early on setting expectations, rules and guidelines.\u00a0 An old commercial tagline comes to mind, “You can pay me now or you can pay me later.”\u00a0 Same holds true for the onramping process.\u00a0 At some point you are going to have to invest time and effort in your employees and it is always best to make that investment at the beginning.<\/p>\n","protected":false},"excerpt":{"rendered":"
It has been a few weeks since we have touched on the subject of onramping of salespeople so it is time to return to this topic. All too often we see management waste an opportunity to set the proper tone with their new hire.\u00a0They then\u00a0spend months, even years, trying to correct bad behaviors they allowed in the first place.\u00a0 If you do a search on onramping or onboarding on the web, you will find many articles and all of them at some point will discuss the fact that setting the tone early is very important. So why is this a reoccurring issue for so many new hires?\u00a0\u00a0In my reading the… Read More<\/a><\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[30,4],"tags":[206,193,30,1039,428],"class_list":["post-1749","post","type-post","status-publish","format-standard","hentry","category-onramping","category-sales-management","tag-new-sales-hire","tag-onboarding","tag-onramping","tag-ramping-sales","tag-ramping-sales-people"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-sd","jetpack-related-posts":[{"id":1708,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/08\/onboarding-onramping\/","url_meta":{"origin":1749,"position":0},"title":"Onboarding, Onramping","author":"Derrick Moe","date":"August 15, 2008","format":false,"excerpt":"We call it onramping because that is truly what occurs with new sales hires.\u00a0 This area is often overlooked or under-served by sales managers.\u00a0 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\u2026","rel":"","context":"In "Onramping"","block_context":{"text":"Onramping","link":"http:\/\/selectmetrix.com\/blogs\/category\/onramping\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1465,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/onramping-is-everything\/","url_meta":{"origin":1749,"position":1},"title":"Onramping Is Everything","author":"Derrick Moe","date":"March 12, 2008","format":false,"excerpt":"This ManageSmarter.com article - On-Board Your Sales Hires Faster - hits me where I live.\u00a0 We ran into a serious issue with one of our customers where a salesperson we placed was terminated after 60 days.\u00a0 I won't go into specifics, but this gentleman never had a chance.\u00a0 One anecdotal\u2026","rel":"","context":"In "Onramping"","block_context":{"text":"Onramping","link":"http:\/\/selectmetrix.com\/blogs\/category\/onramping\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":59750,"url":"http:\/\/selectmetrix.com\/blogs\/2020\/01\/orientation-vs-onboarding-vs-onramping\/","url_meta":{"origin":1749,"position":2},"title":"Orientation vs. Onboarding vs. Onramping","author":"Derrick Moe","date":"January 23, 2020","format":false,"excerpt":"One of the keys to successful sales leadership is getting newly-hired salespeople up-to-speed quickly.\u00a0 The time it takes to move them from wide-eyed new hire to qualifying ninja is critical to any company.\u00a0 High-performing salespeople are the lifeblood of any company. The way I see it, companies employ one of\u2026","rel":"","context":"In "Leadership"","block_context":{"text":"Leadership","link":"http:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2020\/01\/Onramp.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2020\/01\/Onramp.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2020\/01\/Onramp.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":1655,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/turnover-is-a-reflection-of-your-on-ramping\/","url_meta":{"origin":1749,"position":3},"title":"Turnover Reflects Your Onramping Program","author":"Lee Fratzke","date":"July 10, 2008","format":false,"excerpt":"When you look at your employee turnover are you\u00a0content or confounded?\u00a0 If confounded, what have you done to improve it?\u00a0 You may want to start by reviewing your onramping program.\u00a0 Managesmarter.com had an interesting article on this subject and provided the following findings: 22 percent of staff turnover occurs in\u2026","rel":"","context":"In "Onramping"","block_context":{"text":"Onramping","link":"http:\/\/selectmetrix.com\/blogs\/category\/onramping\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":768,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/just-getting-started\/","url_meta":{"origin":1749,"position":4},"title":"Just Getting Started","author":"Mike Cardinal","date":"March 21, 2007","format":false,"excerpt":"The decision has been made. The offer has been extended. The offer has been accepted, and the start date is just around the corner. The \"newbie\" is joining the sales team. Now what? That can be a bit of a scary question for the sales manager responsible for the success\u2026","rel":"","context":"In "Assessing"","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1688,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/08\/10-commandments-of-onboarding\/","url_meta":{"origin":1749,"position":5},"title":"10 Commandments Of Onboarding","author":"Derrick Moe","date":"August 4, 2008","format":false,"excerpt":"We only work in the sales arena so we refer to onboarding as onramping since salespeople need to ramp up to revenue (production) during their initial employment.\u00a0 That being said, CareerBuilder.com provides some excellent rules to live by when bringing a new employee on board (my editing). \u00a0 Thou shalt\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1749","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1749"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1749\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1749"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1749"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1749"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}