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What is onboarding?

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

However, onboarding can be time-consuming and complex. How can you be effective without overwhelming the newcomer with information? What content should you provide them with? What posture should you adopt?

 

What levers need to be developed to ensure 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 awareness
• The skills: sales techniques and other elements specific to the sales profession
• Motivation: financial or otherwise
  
  

Moving from 'I know' to 'I do'

One of the keys to effective onboarding is to offer a variety of content, balancing abstraction and practical application, guidance and autonomy. For example, have your new recruit listen to podcasts and then apply two learned techniques, or ask them to give a presentation of your playbook at the next team meeting.

For the new salesperson, this approach allows them to engage many more sensory receptors and thus maximize the ability to assimilate the content and therefore succeed. 

The playbook: a key tool

Also called a sales book or sometimes a "sales bible," this tool outlines the main guidelines of your sales organization in writing: company strategy, sales activities, number of clients, sales pitches, etc.

Used as a reference, the playbook will allow onboarding to gain impact and speed, and to be easily reproducible.

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

But once integrated, the management of the new recruit does not stop there. To discover all our resources and advice regarding the management of your team, click here.