6 Effective Strategies for Onboarding and Training Sales Teams
Discover the cornerstones of effective sales team onboarding and training through expert-driven insights. This article provides a deep dive into proven strategies that equip sales personnel with necessary skills and confidence. Gain access to specialist knowledge that ensures new hires rapidly become assets to their teams.
- Level-Set Sales Skills for New Salespeople
- Hands-On Training with Real Customer Interactions
- Implement a Structured 30-60-90 Day Plan
- Pair New Hires with Experienced Mentors
- Use Phased Onboarding with Real-Time Coaching
- Structured Onboarding for Affiliate Network Sales Team
Level-Set Sales Skills for New Salespeople
I find a mixed bag of skills with salespeople. I can't always tell where they are, so I start with level-setting every new salesperson. When I led two sales teams of over 300 each, and another that grew to 4,000, I would do formal sales training in groups (10-hundreds). We covered hard and soft sales skills with proven dialogues, closing techniques, qualifying and prospecting approaches, overcoming objections, account management, and product training. Then, we would track their stats every week with an approach called "The Game of Work" and do model calls (showing them how) and coaching (watching 3 or more approaches/closes, etc.). This was a Personal Appraisal Review (PAR). Then we would outline 1-3 areas at most to work on (or it was overwhelming), and they would find the sections in the formal sales manual and create a short bulleted Personal Improvement Plan (PIP). Example: read chapter 2 on closing, memorize 2 new close techniques, then practice with prospects. Also, watch an associate with a higher close ratio. Get a model call from them if needed. If the stat didn't increase through sales training, enlist the help of your manager for another model or coaching call. Dramatically increased ratios (24% closing went to 47%, overall sales increased 640% at one team). Sales training is found at https://chanimal.com/resources/sales/sales-training/ and sales management training (showing how to do field training) is at https://chanimal.com/resources/human-resource/management-training/ (introduces the game of work, field coaching, etc.). The first video on this page shows how it all fits together--it uses an engineering approach to sales: https://chanimal.com/resources/videos/
Hands-On Training with Real Customer Interactions
One of the most effective strategies I've used for onboarding and training my sales team is hands-on field training combined with real customer interactions. Given my more than 20 years of experience in the tree service industry and my certification as an arborist, I know that success in this field isn't just about selling a service, it's about educating customers and building trust. When new sales team members join Ponce Tree Services, they first shadow me or a senior team member on consultations. They observe how we assess tree health, explain solutions to customers, and address concerns. This approach allows them to see firsthand how expertise and customer service go hand in hand. Once they've observed enough, I have them lead their own consultations under supervision, gradually building confidence and refining their approach. This method has significantly improved our sales team's performance and customer satisfaction. By combining technical arborist knowledge with strong communication skills, our team is able to educate clients rather than just sell to them. One of our most successful hires started with no prior experience in tree care but, through this structured training, became one of our top salespeople within a year. This hands-on approach ensures that every team member understands the value of our services and can confidently communicate it to clients. It's not just about closing a deal, it's about building long-term relationships that lead to repeat business and referrals.
Implement a Structured 30-60-90 Day Plan
Implementing a structured 30-60-90 day onboarding plan has proven effective in training new sales team members. In the first 30 days, new hires complete orientation and fundamental training, including shadowing experienced colleagues and attending sales meetings. Between days 31 and 60, they engage in in-depth training and begin operating independently, aiming toward initial sales goals. By days 61 to 90, they should be leading client calls and developing forward-looking sales strategies. This phased approach ensures a comprehensive understanding of the sales process and accelerates ramp-up time.
Pair New Hires with Experienced Mentors
I focus on creating a structured program with clear milestones. One successful strategy I've used is implementing a mentorship system. New hires are paired with experienced team members who guide them through product knowledge, sales techniques, and company culture. This not only accelerates learning but also fosters camaraderie and confidence. I also incorporate role-playing exercises and regular feedback loops to ensure continuous improvement. By focusing on both hands-on learning and team integration, new sales reps quickly adapt and perform at a high level.
Use Phased Onboarding with Real-Time Coaching
Effective sales team onboarding and training involve a systematic approach emphasizing product knowledge and selling skills. A phased onboarding program, combined with real-time coaching and ongoing support, is key. The first phase focuses on pre-onboarding preparation, developing comprehensive materials about the company's offerings, target market, and competitive landscape, ensuring new hires possess a solid foundational understanding before starting.
Structured Onboarding for Affiliate Network Sales Team
Effective onboarding and training of the sales team in an affiliate network are essential for enhancing performance and ensuring alignment with company objectives. I implement a Structured Onboarding Program that combines initial training with ongoing support, focusing on key areas: immersion in the company's value proposition, understanding affiliate marketing fundamentals, and effective sales techniques. This approach boosts team knowledge and confidence while reducing time-to-productivity.
