Onboarding New Sales Resources Doesn't Need to be So Difficult

1. Onboarding New Sales Resources Doesn’t Need to Be so Difficult Michael Halper Founder and CEO SalesScripter

2. Impact of Not Onboarding Properly • Long ramp up time • Learning through trial and error • Sales staff turnover • Opportunity cost Impact of Not Onboarding Properly Long ramp up time Learning through trial and error Sales staff turnover Opportunity cost

3. Recruiting Recruiting Look for key attributes • Ability to learn new information • Able to work in and adopt processes • Drive, desire, ambition, need • History of job stability Develop interview questions that probe for presence of attributes

4. Core Concepts Water on a Sponge Spoon-feed Continuous Improvement Mechanics vs. Results Immediate Goals vs. Ultimate Goals The Mental Landscape Repeatable Processes Automate

5. Core Concepts Spoon-feed as Much as Possible “I am not sure if we are a good fit for you.” “I am not sure if you all need what we provide.” “I am not sure you are the right person to speak with.” • Decreases guardedness and builds rapport and curiosity Core Concepts Water on a Sponge Spoon-feed Continuous Improvement Mechanics vs. Results Immediate Goals vs. Ultimate Goals The Mental Landscape Repeatable Processes Automate

7. Core Concepts Focus on the Right Goal • Goal is not to sell the product • Goal is to establish or schedule a first conversation Initial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Core Concepts Water on a Sponge Spoon-feed Continuous Improvement Mechanics vs. Results Immediate Goals vs. Ultimate Goals The Mental Landscape Repeatable Processes Automate

8. Initial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Core Concepts Water on a Sponge Spoon-feed Continuous Improvement Mechanics vs. Results Immediate Goals vs. Ultimate Goals The Mental Landscape Repeatable Processes Automate

9. Core Concepts Prepare for Objections • A good script will include objection responses • There are only 10 objections that you will consistently face • Create an objections map that lists anticipated objections with responses Core Concepts Water on a Sponge Spoon-feed Continuous Improvement Mechanics vs. Results Immediate Goals vs. Ultimate Goals The Mental Landscape Repeatable Processes Automate

10. Traditional Call Scripts • Long list of paragraphs, statements, and questions • Hard to digest and use • Intimidating • Makes you sound scripted • Not flexible • Positions you to do most of the talking Core Concepts Water on a Sponge Spoon-feed Continuous Improvement Mechanics vs. Results Immediate Goals vs. Ultimate Goals The Mental Landscape Repeatable Processes Automate

12. Improving Your Onboarding Compartmentalize Schedule Teach What to Say Provide a Playbook Mentor/Shadow Program Role-Play Sales Coaching Onboarding Checklist • Identify topics and modules – Product Info – Processes – Sales Skills – Sales Messaging

13. Improving Your Onboarding Compartmentalize Schedule Teach What to Say Provide a Playbook Mentor/Shadow Program Role-Play Sales Coaching Onboarding Checklist • Build onboarding schedule • Start on day one • Spread out content • Keep it going

14. Improving Your Onboarding Compartmentalize Schedule Teach What to Say Provide a Playbook Mentor/Shadow Program Role-Play Sales Coaching Onboarding Checklist • Words are a salesperson’s most important sales tool • What they say will be the difference between failure and success

15. Improving Your Onboarding Compartmentalize Schedule Teach What to Say Provide a Playbook Mentor/Shadow Program Role-Play Sales Coaching Onboarding Checklist Benefits Product Company Features Functionality What we say when talking with prospects Very inward focused – me, my product, my company

16. Improving Your Onboarding Compartmentalize Schedule Teach What to Say Provide a Playbook Mentor/Shadow Program Role-Play Sales Coaching Onboarding Checklist Interest Value Pain Qualify Credibility Objections Prospect Focused What we say when talking with prospects

17. Improving Your Onboarding Compartmentalize Schedule Teach What to Say Provide a Playbook Mentor/Shadow Program Role-Play Sales Coaching Onboarding Checklist • Provide clarity around what the ideal prospect looks like – Demographic details – Current environment – Common pain points

18. Improving Your Onboarding Compartmentalize Schedule Teach What to Say Provide a Playbook Mentor/Shadow Program Role-Play Sales Coaching Onboarding Checklist • Provide lists of the key questions to ask • The best salesperson is the one that asks the best questions

19. Improving Your Onboarding Compartmentalize Schedule Teach What to Say Provide a Playbook Mentor/Shadow Program Role-Play Sales Coaching Onboarding Checklist

21. Improving Your Onboarding Compartmentalize Schedule Teach What to Say Provide a Playbook Mentor/Shadow Program Role-Play Sales Coaching Onboarding Checklist • Pre-Call Email Templates • Post-Call Email Templates • Post-Voicemail Email Templates

25. Improving Your Onboarding Compartmentalize Schedule Teach What to Say Provide a Playbook Mentor/Shadow Program Role-Play Sales Coaching Onboarding Checklist • Weekly structure • Focus on what to do correctly • Identify what to work on next • Monitor calls when possible • Provide a weekly scorecard

27. SalesScripter What do you sell? ___________ How does it help? ___________ What problems do you fix? ___________ What questions should you ask? ___________

28. SalesScripter

29. SalesScripter

30. If You Want More Help • https://www.youtube.com/user/LaunchPadSol • Or search Sales Scripter • Over 130 videos • Sales Prospecting 101 Training Program • Webinars • Sales Tips • SalesScripter demo videos • Subscribe Step 1 – Go to our YouTube Channel

31. If You Want More Help • Five ebooks – Found at https://salesscripter.com/ebooks/ – Do’s and Don’ts of Cold Calling – How to Get around Cold Call Objections – How to Build a Value Proposition that Generates Leads – How to Build Sales Campaigns that Sell – How to Build Email Drip Campaigns that Convert Sales • The Cold Calling Equation – PROBLEM SOLVED – Found at http://www.amazon.com/The-Cold- Calling-Equation-Problem/dp/1468173545 Step 2 – Get One of Our Books

32. If You Want More Help • Free 30 day trial – Found at https://salesscripter.com/members/signup • Scripter Walk-Through – 2 hour coaching session – We answer all of the questions with you – Included with an annual subscription Step 3 – Sign up for SalesScripter Trial

33. If You Want More Help • One-on-one Sales Coaching • Sales Consulting – Script development – Strategy development – Sales process development • Sales Training – Custom sales training programs – Content aligned with your information in SalesScripter – Delivered virtually or in-person Step 4 – Contact us for Coaching, Consulting, or Training

34. Questions? Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com www.salesscripter.com

Onboarding New Sales Resources Doesn't Need to be So Difficult

Onboarding New Sales Resources Doesn't Need to be So Difficult

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Onboarding New Sales Resources Doesn't Need to be So Difficult

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