Decreasing Sales Ramp for New Hires

Decreasing Sales Ramp For New Hires

 

 

Onboarding salespeople is really difficult and decreasing sales ramp is on the mind of most sales managers.  Most organizations struggle with how quickly they can throw sales reps into their “day to day” job, versus spending time onboarding reps in the right way.  Sales is the most quantifiable position within an organization, every day they aren’t closing business, is considered by some to be a waste of time.

One of the biggest problems facing the sales industry is retention and turnover.  According to a Depaul University Study, the average turnover cost per sales rep is $97,690.  Sales reps leave for all different types of reasons – they have a bad manager, competitors have better comp packages, too many meetings, a lack of engagement, and a lack of opportunities for promotion are just a few.

One of the biggest reasons salespeople leave is they aren’t selling anything and therefore aren’t making any money.  The longer a new salesperson goes without making that first sale, the more likely they are to leave.  So how do you speed that process up?  How do you get them more at bats?  After all, the best place to learn as a new salesperson is on an active opportunity.  The best learnings typically come from those early losses or quick victories.

At OutboundView, we are piloting a new sales onboarding program that makes the following assumption:

The faster we can build pipeline for new reps, the better.  The quicker we can get them at bats the better.  If we can teach them the fundamentals of consistently building pipeline in their territory – they will sell more, faster.  This means quicker sales ramp, less turnover, and more revenue per sales rep.

Over a 4-8 week period we are spending time with new sales reps doing the following:

Contact us if you have any questions or want any additional information on how we can help reduce the amount of time it is taking your salespeople to get ramped up.