{"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":"https:\/\/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New salespeople are expected to show up with a network, pipeline and short sales cycle.&nbsp; To call this approach outdated is an understatement because it never should have been a sales hire training option in the first place.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=\"https:\/\/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_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_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":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[31,702],"tags":[38,1750],"class_list":["post-59750","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-leadership","category-training","tag-sales-hiring","tag-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-fxI","jetpack-related-posts":[{"id":1432,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/02\/why-do-salespeople-quit\/","url_meta":{"origin":59750,"position":0},"title":"Why Do Salespeople Quit?","author":"Lee Fratzke","date":"February 22, 2008","format":false,"excerpt":"I've read\u00a0in many articles, blog posts and white papers that people take a job because of the company and quit because of a manager.\u00a0 I have talked to many salespeople about why they are looking for a new opportunity and\u00a0the vast majority do come down to their manager.\u00a0\u00a0But there is\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"https:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":747,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/03\/hire-fast-fire-fast\/","url_meta":{"origin":59750,"position":1},"title":"Hire Fast, Fire Fast","author":"Derrick Moe","date":"March 13, 2007","format":false,"excerpt":"From Dick Costolo's Ask the Wizard blog: Briefly, the \"No False Positives\" school of hiring says that bad hires are worse than no hire because bad employees infect the company with all sorts of issues. Better to march on with nobody filling an important slot than to bring in a\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1276,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/11\/you-cant-get-a-players-with-a-b-company\/","url_meta":{"origin":59750,"position":2},"title":"You Can&#8217;t Get &quot;A&quot; Players With A &quot;B&quot; Company","author":"Derrick Moe","date":"November 6, 2007","format":false,"excerpt":"This truth is one that we cannot utter to our customers, but it is critical in assisting a company to upgrade their sales team.\u00a0 Implicit in this statement is the fact that some companies, when it comes to sales, do not provide an \"A\" level opportunity. The reasons companies do\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":576,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/01\/salespeople-are-professional-actors\/","url_meta":{"origin":59750,"position":3},"title":"Salespeople Are Professional Actors","author":"Derrick Moe","date":"January 15, 2007","format":false,"excerpt":"Inc.com offers this article - When Is It Safe To Hire? The focus of the article is a software manufacturer's assistance to their rep companies in hiring salespeople. Basically, the manufacturer will provide $10,000 to the rep company to assist them in hiring salespeople. The money can be used for\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1435,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/02\/the-cost-of-underperforming-salespeople\/","url_meta":{"origin":59750,"position":4},"title":"The Cost Of Underperforming Salespeople","author":"Derrick Moe","date":"February 25, 2008","format":false,"excerpt":"Here's an interesting little article I stumbled across this morning from Seacoastonline.com titled Get the most out of your sales team.\u00a0 The premise is simple and accurate - nonproductive salespeople are the bane of any small (or large) business. A nonproductive sales team is among the top common dangers that\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1416,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/02\/dulled-by-success\/","url_meta":{"origin":59750,"position":5},"title":"Dulled By Success","author":"Derrick Moe","date":"February 12, 2008","format":false,"excerpt":"There is an effect we have noticed when recruiting salespeople from larger companies that seems to be consistent across markets.\u00a0 Some salespeople, maybe many, lose their edge when it comes to prospecting when they land a large customer.\u00a0 I see this effect happening in larger companies, for some reason, more\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"https:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2020\/01\/Onramp.png?fit=560%2C315&ssl=1","_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/59750","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=59750"}],"version-history":[{"count":9,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/59750\/revisions"}],"predecessor-version":[{"id":60291,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/59750\/revisions\/60291"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media\/59967"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=59750"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=59750"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/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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