{"id":59750,"date":"2020-01-23T11:55:11","date_gmt":"2020-01-23T17:55:11","guid":{"rendered":"http:\/\/selectmetrix.com\/?p=59750"},"modified":"2020-01-23T11:55:11","modified_gmt":"2020-01-23T17:55:11","slug":"orientation-vs-onboarding-vs-onramping","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2020\/01\/orientation-vs-onboarding-vs-onramping\/","title":{"rendered":"Orientation vs. Onboarding vs. Onramping"},"content":{"rendered":"<div class=\"boldgrid-section\">\n<div class=\"container\">\n<div class=\"row\">\n<div class=\"col-md-12 col-xs-12 col-sm-12\">\n<h3 class=\"\">One of the keys to successful sales leadership is getting newly-hired salespeople up-to-speed quickly.&nbsp; The time it takes to move them from wide-eyed new hire to qualifying ninja is critical to any company.&nbsp; High-performing salespeople are the lifeblood of any company.<\/h3>\n<p class=\"\">The way I see it, companies employ one of three processes for launching their new salespeople.<\/p>\n<p class=\"\"><strong>Orientation<\/strong><br \/>\nThis approach falls under the conventional wisdom mode of training new salespeople in the company&#8217;s products\/services, CRM, expense reports, coffee maker&#8230;you get the idea.&nbsp; The approach is inwardly focused.&nbsp; The new salesperson, after training, is adept at navigating the internal pitfalls of the company.<\/p>\n<p class=\"\">Often in this approach, the sales leader provides scant sales training preferring to let the new sales hire figure out what works best for him or her.&nbsp; New salespeople are expected to show up with a network, pipeline and short sales cycle.&nbsp; To call this approach outdated is an understatement because it never should have been a sales hire training option in the first place.<\/p>\n<p class=\"\"><strong>Onboarding<\/strong><br \/>\nThis approach is the trendy methodology used by most companies today.&nbsp; Onboarding is a dramatic leap forward when compared to orientation.&nbsp; Onboarding involves integrating the new salesperson into not only the role, but the company and the culture.<\/p>\n<p class=\"\">Clearly the basics from orientation are included in this process along with a clear role awareness and defined expectation.&nbsp; Don&#8217;t underestimate the importance of role clarity&#8230;many companies are woefully deficient in this area.&nbsp; Onboarding has another key level to it &#8211; the start of the retention process.&nbsp; Integrating the new salesperson into the company culture quickly creates a connection.&nbsp; If done right, that connection will aid in retaining that salesperson in the future.<\/p>\n<p class=\"\"><strong>Onramping<\/strong><br \/>\nThis approach is our wording used specifically to describe the process of moving new sales hires into revenue production.&nbsp; The focus is to go beyond the inner walls of the company and develop the salesperson&#8217;s understanding of the company&#8217;s solutions, advantages and functionality in the marketplace.<\/p>\n<p class=\"\">Obviously, this approach includes all of the aspects of onboarding.&nbsp; However, sales requires a concerted effort to &#8220;ramp&#8221; the salesperson to revenue.&nbsp; The goal here is to invest the time up front to get the new salesperson in the field selling as fast as possible.&nbsp; This training involves knowing their sales strengths and weaknesses, preferred communication style and natural aptitudes.&nbsp; This quantifiable information allows you to tailor the training to the most effective method for that individual.<\/p>\n<p class=\"\">The topics salespeople need to know are your company&#8217;s Differentiating Value (DV).&nbsp; They need to understand where you compete on the value scale.&nbsp; The salespeople want to learn the competitive landscape.&nbsp; They have to know the ideal customer and who to target for prospecting.&nbsp; There is more to learn, but this sales-focused approach accelerates your new hire&#8217;s ramp while putting down a foundation for promoting them in the future.<\/p>\n<p class=\"\">Speed matters in today&#8217;s competitive world.&nbsp; The need for a structured, sales-focused onramping process leads to a faster ramp to revenue amongst all of your new sales hires.<\/p>\n<\/div>\n<\/div>\n<p class=\"\" style=\"text-align: center;\"><span style=\"color: #ffffff;\"><strong><a class=\"btn btn-pill btn-color-5 btn-glow\" style=\"color: #ffffff;\" href=\"http:\/\/selectmetrix.com\/developing\/\">Learn More About Onramping<\/a><\/strong><\/span><\/p>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>One of the keys to successful sales leadership is getting newly-hired salespeople up-to-speed quickly.&nbsp; The time it takes to move them from wide-eyed new hire to qualifying ninja is critical to any company.&nbsp; High-performing salespeople are the lifeblood of any company. The way I see it, companies employ one of three processes for launching their new salespeople. Orientation This approach falls under the conventional wisdom mode of training new salespeople in the company&#8217;s products\/services, CRM, expense reports, coffee maker&#8230;you get the idea.&nbsp; The approach is inwardly focused.&nbsp; The new salesperson, after training, is adept at navigating the internal pitfalls of the company. Often in this approach, the sales leader provides&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2020\/01\/orientation-vs-onboarding-vs-onramping\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":59967,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"index","bgseo_robots_follow":"follow","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[31,702],"tags":[38,1750],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2020\/01\/Onramp.png?fit=560%2C315","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-fxI","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/59750"}],"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\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=59750"}],"version-history":[{"count":9,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/59750\/revisions"}],"predecessor-version":[{"id":60291,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/59750\/revisions\/60291"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media\/59967"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=59750"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=59750"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=59750"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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