Sales onboarding and ramp up
It can take months to ramp up a salesperson and make sure they have all they need to do the job. If you are paying a salesperson $100K the actual cost to the business is closer to $120K when you consider superannuation, holidays, tools etc. Then if you work at a 20% margin the sales target of $600K in sales the first year. Onboarding a salesperson average cost of $9,589 and a duration of 38 days. That’s 38 days of product, industry and sales training before they pick up the phone; let alone make sales.
- Do you have clear sales strategy, roadmap and process or does your new hire need
to work it out? - Do you know your value propositions, key buyer personas, market differentiation or
do they need to work that out too? - Who is buying what from you and why?
- Who are your competitors and alternate products?
- Do you have a CRM with qualified leads or enquiries ready to sell?
- Do you have pitch battlecards, marketing decks, email templates etc?
- Are there several thousand highly qualified prospects contact details?
- Have you qualified out all the junk prospects and time wasters? Or will your rep have
to start the journey with the hard slog. - Do you have a sales manual the rep can learn off or a sales manager?
- Who will do the product training?
