Sales teams are the heart of organisations; they keep the business going. Yet retaining a superior sales team is a difficult task, thus it is vital you deliver a quality induction process. Experiencing a poor induction process leads to new starters feeling like they have been left to sink or swim, with no desire to engage in the organisation.
Due to prospects completing the majority of the buying process on their own, they tend to think they already understand the solution they need; sales conversations then focus around cost with unsuccessful outcomes. Therefore, the way in which your salespeople convey content and insights during sales meetings is of significant importance.
The first few days of employment for new starters are vital, effectively establishing their future in the organisation. Ensuring new starters understand the core mission, value propositions and beliefs of the organisation during induction is the key to gaining employee engagement.
Quality induction processes ensure new starters understand the buyer’s decision-making process. Sales conversations need to be tailored to each stage of the process in order to produce successful results. Due to the fast paced technology industry, prospects are extremely connected and have easy access to information.
Induction processes lack mentorship, so new starters take seven months to get up to speed and deliver successful results. Due to this lack of mentorship new starters will take a trial and error approach to selling as they have little idea on how to deliver a successful selling approach.
Only 9.1% of sales meetings actually result in sales, but why? Results from a recent study show that 63% of all salespeople are considered to be under performers (Harvard Business Review, 2016). So how do ensure your new starters become high performers? Invest in your salespeople from the start.
Sales teams are essentially the heart of an organisation, keeping the business going. Yet retaining a superior sales team is a difficult and costly task. Research shows that it’s within the first three months of employment that 47% of employee turnover occurs. Employee turnover within the first three months is associated with organisations having poor induction processes.