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What is onboarding?

According to Culture-RH,onboarding refers to the process of enhancing the integration of new employees. The aim is to deploy various actions that will facilitate the arrival of a new employee in the company.

But onboarding can be time-consuming and complex. How can we be effective without drowning the newcomer in information? What content should be provided? What posture to adopt?

 

What are the keys to successful onboarding?

To ensure the best possible integration, the manager must develop three pillars with the new salesperson: 

• Knowledge of the company : products, internal operations, market knowledge
• Skills : sales techniques and other elements specific to the sales profession
• Motivation : financial or non-financial
  
  

Moving from "I know" to "I do".

One of the keys to effective onboarding is to offer a variety of content, between abstraction and practice, between guidance and empowerment. For example, have your new recruit listen to podcasts and then apply two of the techniques they've learned, or ask them to make a presentation of your playbook at the next team meeting.

For the new salesperson, this approach mobilizes many more sensory receptors, maximizing the ability to appropriate content and thus succeed.

The playbook: a key tool

Also known as a sales book or "sales bible", this tool sets out in writing the main guidelines of your sales organization: company strategy, sales activities, number of customers, sales pitches, etc.

Used as a reference tool, the playbook will enable onboarding to gain in impact and speed, and to be easily reproduced.

Onboarding is therefore a key moment in the life of a sales team. The successful integration of a new member of staff can have a major impact on the productivity of your entire team!

But once they're on board, managing a new recruit doesn't stop there. To discover all our resources and advice on managing your team, click here.