better sales onboarding with guided selling
DESCRIPTION
Increasing pressure to save money means increased expectations for new sales hires to become productive in a shorter time frame, which can sometimes result in training programs becoming more and more condensed. One-and-done boot camps are rarely effective, with most trainees retaining only 10% of their learning after one month. Successful sales onboarding works best with a continuous approach that involves reinforcement, practical practice and ongoing support. In this webinar, you’ll walk away with inspiration and tips that you can immediately apply to your program including: * Best onboarding practices: what learning science tells us * Case study: how NAVEX Global acquired four different companies in the span of six months and went from having no formal sales onboarding program to a robust global process * How new technologies like Guided Selling help augment onboarding programs for improved knowledge transfer, pipeline velocity and sales resultsTRANSCRIPT
Better Sales Onboarding with Guided Selling
Agenda1. Sales Onboarding Basics
The good, the bad, and the science
2. NAVEX Global Case Study Finding their way through the learning
3. Guided Selling What is it, and what it can do for you
4. Wrapping up with Analytics
Speakers
ModeratorChanin BallanceCEO, MobilePaks Prior: VIA, The Language Company
John HarrisonEVP Operations, Product & Client Experience at MobilePaksPrior: Webtrends, Yesmail and Symantec
Karen IredaleSales Learning and Development Manager at NAVEX GlobalPrior: Tektronix, Hewlett-Packard
Sales Onboarding Basics
The Typical Onboarding Scenario
New reps attend week-long training or boot camp and are launched into territory
Training is an event. Learning and development happen over time.
Top 5 onboarding mistakes:
1. One and done
2. Information fire hose
3. Lack of field support
4. Lack of coaching and feedback
5. Not addressing proficiency
The Science of Learning and Memory
• There is a forgetting curve. – People forget 90% of what
they've learned within a month
• Spacing and repetition is key
• Better engagement = better knowledge transfer
JH
Case Study: NAVEX Global
Finding their way through the learning
KI
Four Companies Merging into One
KI
KI
Chaos
Product 1Buyer Roles
DemoSales
Methodology
Pricing Product 2
Product 3
KI
Where to Begin?
Before After
Chaos
• Tribal Knowledge
• No tools
• No formal process
Structured Experiential
Program
• Process
• Tools
• Coaching and Feedback
• Practice, Practice, Practice
KI
Process
- Sales Rep
- Customer
Review:
- Sales VP
- Sales L&D
Customer Presentation
Review
- Sales Reps
- Sales VP
- Sales L&D
Team & VP Reviews
- Sales Reps
- Sales L&D
Peer Reviews
- Sales Reps
Training
Knowledge Skill Ability
KI
Sales Enablement Tools
Sales Enablement
At-A-Glance (AAG)
Messaging Playbooks
Chapter Decks
Pricing Guides
Demo Scripts
Demo Recordings
Competitive Battlecards
Sales Methodology
KI
Week 2 Onboarding - “Boot Camp”
Day 1 • NAVEX Global
Day 2• Product 1
• Product 2
Day 3 • Product 3
Day 4• Product 4
• Product 5
Day 5 • Services
Day 6 • SalesForce (SFDC) Training
SUNDAY MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY
30 31
1 2 3 4 5 6 7
8 9 10 11 12 13 14
15 16 17 18 19 20 21
22 23 24 25 26 27 28
29 30
Onboarding Reinforcement Weeks
Week 4: Hotline / Case Mgmt.
Week 5: PolicyTech
Week 6: Third Party Risk Mgmt.
Week 7: Online Training
Week 8: Advisory Services
Week 3: Corporate Slide Deck
Onboarding Program8 Weeks
Week 1: Shadow
Week 2: Boot Camp
Weeks 3-8Reinforcement
Images courtesy of Stuart Miles at freedigitalphotos.net
KI
Training Structure for Reinforcement Weeks
Content Review
•Chapter Deck & Demo•Additional Content as Needed•Pricing
Practice
• Self-Study•Practice
Peer Reviews with:
• Sales Learning & Development (Karen)•Product Specialist or field Sales Rep• Sales VP
KI
Best Practices
Image courtesy of Stuart Miles at freedigitalphotos.net
• Get sales enablement tools in place
• Less is More
• Incorporate practice sessions and role plays into your program
• Peer Learning
• Continuous Improvement—get feedback from others
• Practice! Practice! Practice!
KI
Guided Selling
What it is, and what it can do for you
JH
What is Guided Selling?
• Automatically recommends most relevant sales asset to sellers based on relevance
• Tracks usage and engagement so managers can measure progress
JH
Benefits
1. Real-time support maximizes training investment
2. Relevant and easy to digest = better selling conversations
3. Intelligently pairs with other sales assets and job aids for true enablement
JH
Key Features to Look For
• Works on all devices and operating systems, including mobile
• Plugs into CRM
• Syncs with existingrepositories
• Provides detailedusage tracking andanalytics
JH
MobilePaks Demo
JH
Analytics Drive Improvement
What to measure to see if your onboarding program is hitting its goals
JH
Track Completion and Comprehension
Track level of completion & comprehension by individual
Measure real-life competence
Gather feedback
KI & JH
Monitor Sales Progress in Real Time
Track what steps new reps took and what assets they utilized during the selling process
Review and hold additional in-person coaching sessions if needed
Monitor progress status and sales progress for opportunities to improve program
KI & JH
Easily compare new hire progress, use of assets and competency to
• Prospect engagement levels
• Pipeline velocity
• Quota achievement
Measure early indicators of sales effectiveness
KI & JH
Questions?
CB
Thank you for attending!
Email us at [email protected]
Download our free brief, “Better Sales Onboarding with Guided Selling”:
www.mobilepaks.com/knowledge
Sign up for more Super September webinars: www.mobilepaks.com/superseptember
CB