Hiring new personnel requires the time and money to integrate these individuals into the workforce. This can be a stressful period for organizations, seeing as they will be paying an individual to perform tasks of a standard employee before they are up to full strength in terms of handling job duties. The length of time it takes to complete sales onboarding is often indicative of how soon a new hire is expected to know all the intricacies of a position and become part of the team, but if businesses rush this process, they could harm the overall relationship with an employee.
More time and attention
According to a study by Best Practices, managers need to take a more proactive approach to sales onboarding in order to ensure that benchmarks are being hit and personnel are getting integrated into the organization successfully. That means longer training periods, more one-on-one teaching time and a greater focus on connecting with individuals.
Research showed that nearly two-thirds of responding organizations didn’t offer more than a week or so of onboarding time. This resulted in only about half of all essential training being imparted to new personnel, with the question remaining of how to informally deliver all the other information these staff members would need in order to effectively do their jobs. While the majority of companies that participated in the survey stated that they did encourage a post-onboarding meeting with employees, there was no indication if sales coaching remained an ongoing part of that person’s tenure with the firm.
Ongoing educational obligations
Maintaining ongoing learning situations is critical for getting the greatest return on a new hire investment. Businesses stand to lose a significant amount of money if they fail to get their managers to continue with sales coaching, as Forbes stated. The source wrote that a study by sales and training expert Neil Rackham found personnel who were not given additional training after initial learning lost as much as 87 percent of the information they were originally taught. That means organizations are losing almost 90 percent of their sales onboarding and training to a lack of reinforcement, which could also seriously endanger employee engagement and retention figures.
When personnel don’t know how to do their jobs, they are less likely to do well at them, resulting in frustration from both staff members and customers. Companies need to apply the right amount of dedication to onboarding, as well as following up these introductory messages with ongoing educational opportunities.