Welcome!

Blog Feed Post

How to Hire & Onboard Salespeople - The Right Way!

Hire Right, Higher ProfitsThinking about hiring any new salespeople in the not-too-distant future? Or are you still suffering from a bad hire? If so, check out my interview with Lee Salz, onboarding expert and author of Hire Right, Higher Profits. I know you'll get some good ideas.

(Note: Click here to download a sample chapter. Or get it now on Amazon. Right now, it's the #1 ranked sales/sales management book on Kindle!)

JILL: In your new book, you introduce the concept of thinking of a sales team as a revenue investment. What do you mean by that?

Lee Salz: Imagine a sales manager came up with an incredible idea to drive revenue which costs $25,000 to implement. How many hurdles would she have to jump through to get approval to proceed?

Now, imagine that same sales manager preparing to hire an inside salesperson with a base salary of $25,000. In most cases, there isn’t nearly the same level of scrutiny for that sales hire.

However, if you consider the purpose of both the idea and salesperson, the intent of both is to drive revenue. They are both investments the company is making in revenue, but most companies don’t perceive them that way. 

JILL: You also take a rather unique stance in the book by saying, “There is no such thing as a great salesperson.” Why do you believe that?

Lee Salz: I’m often taken to task on that statement, but I can prove it. How many so-called “great salespeople” have you hired, but they failed in your company? If they were great salespeople, then you must subscribe to one of the following given their failure.

  1. Either the salesperson arrived at your company and completely forgot how to sell – OR –
  2. Your company is the absolute worst company to sell for in the history of business.

Which one is it? There couldn’t be another explanation if you believe in great salespeople.

The issue is that greatness isn’t a standalone quality, but rather an attribute of the relationship between a salesperson and a specific sales role. How else could you explain a salesperson being a rock star in one company, but a flop in another – or the converse?

JILL: I was intrigued by your position on hiring salespeople from the competition. Why should executives be cautious when hiring from competitors?

Lee Salz: There is an executive dream which sounds like this. “I hire the competitor’s top salesperson. She arrives at my company and brings $1M in revenue with her…while I master my golf swing.”

While that’s a nice dream, it’s rarely a reality. Executives often see the competition as their best source for sales talent. And they blindly pursue those reps without considering the match to their company.

JILL: So what should executives be looking for in salespeople as they consider them for a revenue investment?

Lee Salz: Before a company can consider candidates, the executive team needs to take a 360-degree look at the role – a process I call the “Revenue Investment 360.”

During this evaluation, every factor that leads to sales success or failure is analyzed for level of impact. This leads to the development of a Performance Factor Portfolio for the role. Each candidate is then compared and contrasted with the portfolio in search of matches.

This changes the sales hiring game from solely looking at closing and prospecting skills as success measures. After all, if those are the sole measures of success, identifying the right candidates for a revenue investment is simple.

JILL: You talk a lot about sales onboarding in the book. I know there are several definitions of onboarding. How do you define onboarding?

Lee Salz: There is a common misconception that the output of the hiring process is the identification of a great salesperson. It’s not. The output is a salesperson with the potential to be great in a specific sales role for the company. That potential is only recognized when a bridge program is put in place that connects the salesperson’s knowledge and skills with proficiency in the role.

Onboarding is the bridge curriculum and measurements that ensure mastery has been acquired by the new salesperson. Without sales onboarding, companies immediately put their new revenue investment in jeopardy. However, companies that have developed sales onboarding find that their salespeople get up to speed faster, sell more…and at higher price points.

JILL: If a company wanted to launch a sales onboarding development initiative, where should they start?

Lee Salz: Most executives begin the sales onboarding development project by inviting a bunch of colleagues to a meeting where the discussion focuses on one question: “What are we going to include in the program?” In other words, they start the initiative by considering curriculum. The two issues with that approach are: 1) Curriculum can be added for an eternity; and 2)There’s no way to gauge if the program serves its purpose.

The best place to start is at the finish line - by identifying expectations. Imagine you had a salesperson who is described as having successfully completed the onboarding program.

Because she is described as having successfully completed it, there are now expectations of her. What are those expectations?

  • What is she expected to KNOW (i.e., product knowledge)?
  • What should she be able to DO (i.e., conduct a sales call)?
  • What should she be able to USE (i.e., CRM)?

The expectations portfolio drives the curriculum development process. This keeps the program finite, on track and focused on its true purpose which is to get new salespeople up to speed, fast.

JILL: In your opinion, what is the right duration of a sales onboarding program?

Lee Salz: There is a common perception that 90 days is the right duration for a sales onboarding program. Given the different sales backgrounds that salespeople have, the various roles (inside sales, outside sales, etc.), how can there be a standard duration for a sales onboarding program?

The counsel I give to clients is that the program should be long enough to ensure every one of the expectations (KNOW – DO – USE) is achieved by the participants. It could be 10 days. It could be 100 days. It could be 200 days. The timeline driver is the expectations portfolio.

JILL: Thanks a million, Lee. And readers, click here your copy of Hire Right, Higher Profits.  Also, when you buy it, you'll also get Lee's virtual training class, "Get Your New Hire Salespeople Up to Speed ... Fast!, a $99 value. 

About Lee Salz

Lee SalzLee B. Salz is a leading sales management strategist and Founder of Sales Architects®. He specializes in helping companies hire the right salespeople, effectively onboard them and align their activities with business objectives.

Using his sales architecture® methodology, Lee’s clients migrate from being "people-based" to "process-based" resulting in explosive, profitable growth.

Read the original blog entry...

More Stories By Jill Konrath

Jill Konrath’s career is defined by her relentless search for fresh sales strategies that actually work in today’s business environment. She loves to work on tough sales challenges, big issues and unsolvable problems. Her first book, Selling to Big Companies, was hailed as an "instant classic." Fortune selected it as a "must read" and it's been an Amazon Top 25 sales book for 4+ years. Her newest book, SNAP Selling, was just released to rave reviews. She also writes a popular blog and publishes a leading newsletter. As an in-demand speaker an annual sales meetings and conferences, Jill helps sellers crack into new accounts, speed up sales cycles and win more business. Her clients include IBM, Microsoft, Hilton, Accenture, 3M and Staples. Her expertise is frequently published in top business media such as ABC News, Success, Inc., WSJ Start-Up Journal, Entrepreneur, New York Times, Business Journal, Selling Power and Sales & Marketing Management.

Latest Stories
Charles Araujo is an industry analyst, internationally recognized authority on the Digital Enterprise and author of The Quantum Age of IT: Why Everything You Know About IT is About to Change. As Principal Analyst with Intellyx, he writes, speaks and advises organizations on how to navigate through this time of disruption. He is also the founder of The Institute for Digital Transformation and a sought after keynote speaker. He has been a regular contributor to both InformationWeek and CIO Insight...
When talking IoT we often focus on the devices, the sensors, the hardware itself. The new smart appliances, the new smart or self-driving cars (which are amalgamations of many ‘things'). When we are looking at the world of IoT, we should take a step back, look at the big picture. What value are these devices providing. IoT is not about the devices, its about the data consumed and generated. The devices are tools, mechanisms, conduits. This paper discusses the considerations when dealing with the...
Sanjeev Sharma Joins November 11-13, 2018 @DevOpsSummit at @CloudEXPO New York Faculty. Sanjeev Sharma is an internationally known DevOps and Cloud Transformation thought leader, technology executive, and author. Sanjeev's industry experience includes tenures as CTO, Technical Sales leader, and Cloud Architect leader. As an IBM Distinguished Engineer, Sanjeev is recognized at the highest levels of IBM's core of technical leaders.
DXWorldEXPO LLC announced today that Kevin Jackson joined the faculty of CloudEXPO's "10-Year Anniversary Event" which will take place on November 11-13, 2018 in New York City. Kevin L. Jackson is a globally recognized cloud computing expert and Founder/Author of the award winning "Cloud Musings" blog. Mr. Jackson has also been recognized as a "Top 100 Cybersecurity Influencer and Brand" by Onalytica (2015), a Huffington Post "Top 100 Cloud Computing Experts on Twitter" (2013) and a "Top 50 C...
For years the world's most security-focused and distributed organizations - banks, military/defense agencies, global enterprises - have sought to adopt cloud technologies that can reduce costs, future-proof against data growth, and improve user productivity. The challenges of cloud transformation for these kinds of secure organizations have centered around data security, migration from legacy systems, and performance. In our presentation, we will discuss the notion that cloud computing, properl...
IoT is rapidly becoming mainstream as more and more investments are made into the platforms and technology. As this movement continues to expand and gain momentum it creates a massive wall of noise that can be difficult to sift through. Unfortunately, this inevitably makes IoT less approachable for people to get started with and can hamper efforts to integrate this key technology into your own portfolio. There are so many connected products already in place today with many hundreds more on the h...
SYS-CON Events announced today that IoT Global Network has been named “Media Sponsor” of SYS-CON's @ThingsExpo, which will take place on June 6–8, 2017, at the Javits Center in New York City, NY. The IoT Global Network is a platform where you can connect with industry experts and network across the IoT community to build the successful IoT business of the future.
CloudEXPO New York 2018, colocated with DXWorldEXPO New York 2018 will be held November 11-13, 2018, in New York City and will bring together Cloud Computing, FinTech and Blockchain, Digital Transformation, Big Data, Internet of Things, DevOps, AI, Machine Learning and WebRTC to one location.
Andrew Keys is Co-Founder of ConsenSys Enterprise. He comes to ConsenSys Enterprise with capital markets, technology and entrepreneurial experience. Previously, he worked for UBS investment bank in equities analysis. Later, he was responsible for the creation and distribution of life settlement products to hedge funds and investment banks. After, he co-founded a revenue cycle management company where he learned about Bitcoin and eventually Ethereal. Andrew's role at ConsenSys Enterprise is a mul...
Evan Kirstel is an internationally recognized thought leader and social media influencer in IoT (#1 in 2017), Cloud, Data Security (2016), Health Tech (#9 in 2017), Digital Health (#6 in 2016), B2B Marketing (#5 in 2015), AI, Smart Home, Digital (2017), IIoT (#1 in 2017) and Telecom/Wireless/5G. His connections are a "Who's Who" in these technologies, He is in the top 10 most mentioned/re-tweeted by CMOs and CIOs (2016) and have been recently named 5th most influential B2B marketeer in the US. H...
DXWorldEXPO | CloudEXPO are the world's most influential, independent events where Cloud Computing was coined and where technology buyers and vendors meet to experience and discuss the big picture of Digital Transformation and all of the strategies, tactics, and tools they need to realize their goals. Sponsors of DXWorldEXPO | CloudEXPO benefit from unmatched branding, profile building and lead generation opportunities.
Disruption, Innovation, Artificial Intelligence and Machine Learning, Leadership and Management hear these words all day every day... lofty goals but how do we make it real? Add to that, that simply put, people don't like change. But what if we could implement and utilize these enterprise tools in a fast and "Non-Disruptive" way, enabling us to glean insights about our business, identify and reduce exposure, risk and liability, and secure business continuity?
The best way to leverage your Cloud Expo presence as a sponsor and exhibitor is to plan your news announcements around our events. The press covering Cloud Expo and @ThingsExpo will have access to these releases and will amplify your news announcements. More than two dozen Cloud companies either set deals at our shows or have announced their mergers and acquisitions at Cloud Expo. Product announcements during our show provide your company with the most reach through our targeted audiences.
Enterprises are striving to become digital businesses for differentiated innovation and customer-centricity. Traditionally, they focused on digitizing processes and paper workflow. To be a disruptor and compete against new players, they need to gain insight into business data and innovate at scale. Cloud and cognitive technologies can help them leverage hidden data in SAP/ERP systems to fuel their businesses to accelerate digital transformation success.
DXWorldEXPO LLC announced today that Telecom Reseller has been named "Media Sponsor" of CloudEXPO | DXWorldEXPO 2018 New York, which will take place on November 11-13, 2018 in New York City, NY. Telecom Reseller reports on Unified Communications, UCaaS, BPaaS for enterprise and SMBs. They report extensively on both customer premises based solutions such as IP-PBX as well as cloud based and hosted platforms.