The Power of Sales Training and Onboarding
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Transcript of The Power of Sales Training and Onboarding
THE POWER OF SALES TRAINING AND ONBOARDING
Dionne MischlerCEO, Inside Sales by DesignAA-ISP OC Chapter President
in/DionneMischler@DionneMischler
Copyright Inside Sales by Design 2015
AGENDA
The Power of Sales Training and Onboarding
▪ Introductions▪Why?▪ The Rise of Inside Sales▪What is Onboarding (and Why you need this)▪What is Sales Training (and Why you need this)▪ Next Steps and Resources
@DionneMischler
Copyright Inside Sales by Design 2015
WHO AM I?
@DionneMischler
Professional
17 years in Sales and TechnologyBuilt first official Inside Sales team in 2007Today, Founder of Inside Sales by DesignPresident of AA-ISP OC Chapter since 2009
Personal
Born and raised in the Chicago Suburbs living in OCInternational Business & Business Administration degree from Carthage CollegeMarried 9 years; Mother to 2 childrenPassionate about Inside Sales and Education
Copyright Inside Sales by Design 2015
WHY?
1. Quicker time to ramp, which leads to quicker path to revenue
2. Recruitment3. Retention4. Customer Experience
@DionneMischler
Copyright Inside Sales by Design 2015
IDEAL PROFILE OF AN INSIDE SALES PERSON*
@DionneMischler
“The challenge facing Inside Sales Leaders around finding qualified talent is staggering. In essence, today’s Inside Sales
person has to not only have phone, e-mail, and internet competencies, but also the “chops” once seen in the very best
field sales people.”
Paul Macura, Vice President, Oracle Direct
*AA-ISP Training, Development and Accreditation Webinar 8/14
Copyright Inside Sales by Design 2015
IDEAL PROFILE OF AN INSIDE SALES PERSON*
*AA-ISP Training, Development and Accreditation Webinar 8/14
The Old Inside Sales•Good communicator•Good on the phone•Some sales experience
The New Inside Sales•Excellent communicator•Great on the phone•Quota carrying inside sales experience•Virtual presentation expertise•Social Media skilled•Video Capable•Negotiating•Closing•Relationship/Account Management•New Buyer Requirements
@DionneMischler
Copyright Inside Sales by Design 2015
BY THE NUMBERS
#1 Top Challenge for Sales Leaders
Training and Development
_% Manager’s Account for employee’s variance in engagement
70%
@DionneMischler
Copyright Inside Sales by Design 2015
Revenue Stream
JD NetworkingInterviewing
OnboardingTraining
@DionneMischler
Copyright Inside Sales by Design 2015
SALES ONBOARDING – NEXT STEPS
Make it a part of your Hiring Strategy Make it a part of your Team and Company DNA Document, document, document. Includes Product and marketplace information
@DionneMischler
Monday Tuesday Wednesday Thursday Friday Result
Paperwork/intro’s
Intro’s/downloads from Product, Marketing
Intro’s/downloads from other departments
Read, recap Recap/mock-sales calls
Comfortable with value prop
Read, recap, shadow, tech
Recap/mock-sales calls
Comfortable with VP in own words
Copyright Inside Sales by Design 2015
SALES TRAINING – NEXT STEPS
Make it a part of your Onboarding Make it a part of your Team/Company DNA If you’re a start-up, take away the option and make it
mandatory and round robin the team – have them join webinars, read books, etc.
Document, document, document. What verbiage – email and voice mail – work (Sales
Playbook, anyone? Shadowing Live call feedback
@DionneMischler
Copyright Inside Sales by Design 2015
NEXT STEPS
@DionneMischler
1. Benchmark you team/company*2. Identify areas of improvement3. Determine plan to fix 4. IMPLEMENT
*Taken from Project Managing Inside Sales course
Copyright Inside Sales by Design 2015
RESOURCES
@DionneMischler
https://blab.im/DionneMischler
http://pminsidesales.usefedora.com/
Copyright Inside Sales by Design 2015
THANK YOU
@DionneMischler
Dionne MischlerFounder, Inside Sales by DesignAA-ISP OC Chapter President
in/DionneMischler@DionneMischler