Onboarding a salesperson: the keys to success

Dominique Seguin, Managing Director of Kestio

Hosted by Dominique Seguin,

Managing Director of Kestio


What is onboarding?

According to HR-Culture,onboarding is 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 levers to be developed for successful onboarding?

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

  • Knowledge of the company : products, internal operations, knowledge of the market
  • Skills : sales techniques and other elements of the sales profession
  • Motivation : financial or not

Moving from "I know" to "I do

One of the keys to relevant onboarding is to offer varied 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 he or she has learned, or ask him or her to make a presentation of your playbook at the next team meeting.

For the new salesperson, this approach allows for the mobilisation of many more sensory receptors and thus maximises the ability to appropriate the content and thus succeed.

The playbook: a key tool

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

Used as a reference, the playbook will thus enable onboarding to gain in 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 a new employee can impact the productivity of your entire team!

But once they are on board, the management of the new recruit does not stop there. To find out more about our resources and advice for managing your team, click here.