Successful onboarding of sales people has a material impact on both revenues and cost. See how a world class onboarding program can reduce turnover and ramp time to productivity. A presentation by Sales Benchmark Index.

1. Talent Management: Successful Onboarding for Sales Are you ready to be world Class?

2. The Situation $4B Business Services firm faces: Turnover issues in sales and sales management Long ramp times for new sales people VP Marketing wants: Complete Talent Management Program Onboarding process that minimizes ramp time and eventual turnover

4. New recruits presentation

6. Talent Definition

7. Talent Acquisition

8. Talent Selection

9. Talent Evaluation

10. Talent Development

11. Trained HR and Sales Management on the program

13. Cost of a Mis-hire Poor hiring and on-boarding costs the organization millions each year.

14. Topgrading Talent Management Hiring Manager Human Resources

16. Early activities help instill context better than lots of early content

17. Onboarding connects a new hire’s role to the business strategy

18. FastStart running mates, managers, stakeholders are all prepared for their role

19. Shadowing tasks give context and content as well as force new hire interpersonal integration

21. Onboarding Activities Mgr can modify as needed New Hires self-report progress 10

22. Onboarding Activities The “Week” columns can be used as a checklist to know when a Rep should have completed training. The Subjects of each course (see previous slide) describe what was learned so that coaching activities can reinforce the learning at the right time. After a Rep completes a level of training, the Mgr should focus on knowledge that the Rep has just learned. For example, in Week 2, the Rep has already completed the Admissions training, so the Mgr will look to see that the Rep understands the process. 11

23. Learning Management System LMS has a variety of educational content LMS delivers training through a variety of methods (e.g. ILT, Distance Learning, Self-study) LMS can be used to record what training has been completed

24. The Result

25. Learn More Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com/