Post on 18-Aug-2015
Onboarding New Sales Resources Doesn’t Need to Be so Difficult
Michael HalperFounder and CEO
SalesScripter
Impact of Not Onboarding Properly
• Long ramp up time• Learning through trial and error• Sales staff turnover• Opportunity cost
Impact of Not Onboarding
Properly
Long ramp up time
Learning through trial and error
Sales staff turnover
Opportunity cost
RecruitingRecruiting
Look for key attributes
• Ability to learn new
information
• Able to work in and
adopt processes
• Drive, desire, ambition,
need
• History of job stability
Develop interview questions that probe for presence of attributes
Core Concepts
Water on a Sponge
Spoon-feed
Continuous Improvement
Mechanics vs. Results
Immediate Goals vs. Ultimate Goals
The Mental Landscape
Repeatable Processes
Automate
Core Concepts
Spoon-feed as Much as Possible
“I am not sure if we are a good fit for you.”
“I am not sure if you all need what we provide.”
“I am not sure you are the right person to speak with.”
• Decreases guardedness and builds rapport and curiosity
Core Concepts
Water on a Sponge
Spoon-feed
Continuous Improvement
Mechanics vs. Results
Immediate Goals vs. Ultimate Goals
The Mental Landscape
Repeatable Processes
Automate
Core Concepts
Water on a Sponge
Spoon-feed
Continuous Improvement
Mechanics vs. Results
Immediate Goals vs. Ultimate Goals
The Mental Landscape
Repeatable Processes
Automate
Core Concepts
Focus on the Right Goal
• Goal is not to sell the product
• Goal is to establish or schedule a first
conversation
Initial Contact(First time to speak)
Cold CallInbound CallEmailEvent
2 to 5 minutes80% on prospect20% on you
First Conversation(Appointment/Meeting)
Phone CallFace-to-FaceDiscovery
20 to 30 minutes50% on prospect50% on you
First Meeting(Presentation)
DiscoveryPresentationDemonstration
1 to 2 hours20% on prospect80% on you
Core Concepts
Water on a Sponge
Spoon-feed
Continuous Improvement
Mechanics vs. Results
Immediate Goals vs. Ultimate Goals
The Mental Landscape
Repeatable Processes
Automate
Initial Contact(First time to speak)
Cold CallInbound CallEmailEvent
2 to 5 minutes80% on prospect20% on you
First Conversation(Appointment/Meeting)
Phone CallFace-to-FaceDiscovery
20 to 30 minutes50% on prospect50% on you
First Meeting(Presentation)
DiscoveryPresentationDemonstration
1 to 2 hours20% on prospect80% on you
Core Concepts
Water on a Sponge
Spoon-feed
Continuous Improvement
Mechanics vs. Results
Immediate Goals vs. Ultimate Goals
The Mental Landscape
Repeatable Processes
Automate
Core Concepts
Prepare for Objections
• A good script will include objection
responses
• There are only 10 objections that you will
consistently face
• Create an objections map that lists
anticipated objections with responses
Core Concepts
Water on a Sponge
Spoon-feed
Continuous Improvement
Mechanics vs. Results
Immediate Goals vs. Ultimate Goals
The Mental Landscape
Repeatable Processes
Automate
Traditional Call Scripts
• Long list of paragraphs, statements, and questions
• Hard to digest and use
• Intimidating
• Makes you sound scripted
• Not flexible
• Positions you to do most of the talking
Core Concepts
Water on a Sponge
Spoon-feed
Continuous Improvement
Mechanics vs. Results
Immediate Goals vs. Ultimate Goals
The Mental Landscape
Repeatable Processes
Automate
Core Concepts
Water on a Sponge
Spoon-feed
Continuous Improvement
Mechanics vs. Results
Immediate Goals vs. Ultimate Goals
The Mental Landscape
Repeatable Processes
Automate
Improving Your Onboarding
Compartmentalize
Schedule
Teach What to Say
Provide a Playbook
Mentor/Shadow Program
Role-Play
Sales Coaching
Onboarding Checklist
• Identify topics and modules – Product Info– Processes– Sales Skills– Sales Messaging
Improving Your Onboarding
Compartmentalize
Schedule
Teach What to Say
Provide a Playbook
Mentor/Shadow Program
Role-Play
Sales Coaching
Onboarding Checklist
• Build onboarding schedule• Start on day one• Spread out content• Keep it going
Improving Your Onboarding
Compartmentalize
Schedule
Teach What to Say
Provide a Playbook
Mentor/Shadow Program
Role-Play
Sales Coaching
Onboarding Checklist
• Words are a salesperson’s most important sales tool
• What they say will be the difference between failure and success
Improving Your Onboarding
Compartmentalize
Schedule
Teach What to Say
Provide a Playbook
Mentor/Shadow Program
Role-Play
Sales Coaching
Onboarding Checklist
Ben
efit
s
Pro
du
ct
Co
mp
any
Fea
ture
s
Fu
nct
ion
alit
y
What we say when talking with prospects
Very inward focused – me, my product, my company
Improving Your Onboarding
Compartmentalize
Schedule
Teach What to Say
Provide a Playbook
Mentor/Shadow Program
Role-Play
Sales Coaching
Onboarding Checklist
Inte
rest
Val
ue
Pai
n
Qu
alif
y
Cre
dib
ility
Ob
ject
ion
s
Prospect Focused
What we say when talking with prospects
Improving Your Onboarding
Compartmentalize
Schedule
Teach What to Say
Provide a Playbook
Mentor/Shadow Program
Role-Play
Sales Coaching
Onboarding Checklist
• Provide clarity around what the ideal prospect looks like– Demographic details– Current environment – Common pain points
Improving Your Onboarding
Compartmentalize
Schedule
Teach What to Say
Provide a Playbook
Mentor/Shadow Program
Role-Play
Sales Coaching
Onboarding Checklist
• Provide lists of the key questions to ask• The best salesperson is the one that asks
the best questions
Improving Your Onboarding
Compartmentalize
Schedule
Teach What to Say
Provide a Playbook
Mentor/Shadow Program
Role-Play
Sales Coaching
Onboarding Checklist
Improving Your Onboarding
Compartmentalize
Schedule
Teach What to Say
Provide a Playbook
Mentor/Shadow Program
Role-Play
Sales Coaching
Onboarding Checklist
Improving Your Onboarding
Compartmentalize
Schedule
Teach What to Say
Provide a Playbook
Mentor/Shadow Program
Role-Play
Sales Coaching
Onboarding Checklist
• Pre-Call Email Templates• Post-Call Email Templates• Post-Voicemail Email Templates
Improving Your Onboarding
Compartmentalize
Schedule
Teach What to Say
Provide a Playbook
Mentor/Shadow Program
Role-Play
Sales Coaching
Onboarding Checklist
Improving Your Onboarding
Compartmentalize
Schedule
Teach What to Say
Provide a Playbook
Mentor/Shadow Program
Role-Play
Sales Coaching
Onboarding Checklist
Improving Your Onboarding
Compartmentalize
Schedule
Teach What to Say
Provide a Playbook
Mentor/Shadow Program
Role-Play
Sales Coaching
Onboarding Checklist
Improving Your Onboarding
Compartmentalize
Schedule
Teach What to Say
Provide a Playbook
Mentor/Shadow Program
Role-Play
Sales Coaching
Onboarding Checklist
• Weekly structure• Focus on what to do correctly• Identify what to work on next• Monitor calls when possible• Provide a weekly scorecard
Improving Your Onboarding
Compartmentalize
Schedule
Teach What to Say
Provide a Playbook
Mentor/Shadow Program
Role-Play
Sales Coaching
Onboarding Checklist
SalesScripter
What do you sell? ___________
How does it help? ___________
What problems do you fix? ___________
What questions should you ask? ___________
SalesScripter
SalesScripter
If You Want More Help
• https://www.youtube.com/user/LaunchPadSol• Or search Sales Scripter• Over 130 videos• Sales Prospecting 101 Training Program• Webinars• Sales Tips• SalesScripter demo videos• Subscribe
Step 1 – Go to our YouTube Channel
If You Want More Help
• Five ebooks – Found at https://salesscripter.com/ebooks/– Do’s and Don’ts of Cold Calling– How to Get around Cold Call Objections– How to Build a Value Proposition that Generates
Leads– How to Build Sales Campaigns that Sell– How to Build Email Drip Campaigns that Convert
Sales
• The Cold Calling Equation – PROBLEM SOLVED– Found at http://
www.amazon.com/The-Cold-Calling-Equation-Problem/dp/1468173545
Step 2 – Get One of Our Books
If You Want More Help
• Free 30 day trial– Found at https://salesscripter.com/members/signup
• Scripter Walk-Through– 2 hour coaching session– We answer all of the questions with you– Included with an annual subscription
Step 3 – Sign up for SalesScripter Trial
If You Want More Help
• One-on-one Sales Coaching
• Sales Consulting– Script development– Strategy development– Sales process development
• Sales Training– Custom sales training programs– Content aligned with your information in SalesScripter– Delivered virtually or in-person
Step 4 – Contact us for Coaching, Consulting, or Training
Questions?
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
www.salesscripter.com