What You'll Learn: - How sales onboarding impacts sales effectiveness - Where traditional sales onboarding falls flat & how to fix it - How modern onboarding drives productivity

1. How to Onboard New Reps:
The Key to Scaling Your
Team in 2020
SALES HACKER WEBINAR
@saleshacker

2. Hosted by:
Jake Braly
Vice President of Marketing
Highspot
Colin Campbell
Head of Partnerships
Sales Hacker

3. What is onboarding?
The relationship between onboarding and sales effectiveness
Why traditional onboarding methods fail
What modern onboarding does differently
Tips for effective onboarding
Agenda
1
2
3
4
5

4. How to Onboard New
Reps: The Key to Scaling
Your Team in 2020

5. 5
Onboarding
The method of
preparing new reps with
the skills, behaviors, and
knowledge necessary to
meet their goals.

6. Impact of Effective Onboarding
Organizations with a standard
onboarding process experience 54%
greater new hire productivity.
54%
Source: CSO Insights, OC Tanner, Urbanbound
Sales onboarding can improve win
rates by 14 percent and quota
attainment by 6.6%.
14%
69% of employees are more likely to
stay with the organization for at least 3
years after receiving a great onboarding
experience.
69%
Faster Ramp
Time
Higher Quota
Attainment
Better
Retention

7. 7
Confidence is one of the
great outcomes of good
sales onboarding. When
sellers are more confident
… they will be more
successful.
“
Amanda Miller
Sr. Director, Enterprise Solutions &
Strategic Partnerships | ATD
Impact of Effective Onboarding

8. Impact of Ineffective Onboarding
Ineffective sales onboarding programs can
reduce quota attainment and win rates by 4.5%
4.5%
Ineffective sales onboarding programs can
reduce win rates by 9%
9%
Source: CSO Insights
Reduced Win
Rates
Lower Quota
Attainment

9. Why Most
Onboarding Fails
Trial by Fire1
2 Method Isolation
3 One and Done Mentality

10. 10
It takes 10,000 hours of
practice to become an
expert and an average of 66
days to form a new habit…
Source: SiriusDecisions
Trial by Fire
Leaves Reps
Out to Dry

11. 11
…yet 18% of B2B sales
organizations put their reps
in front of buyers on their
first day.
Source: SiriusDecisions
Trial by Fire
Leaves Reps
Out to Dry

12. 12
In Isolation, Traditional Methods Fail
Classroom
Training
Self-guided
eLearning
In-Field
Observation
After a presentation,
63% of attendees
remember stories and
only 5% remember
statistics.
Low-performers are
11% more likely to use
this onboarding
method.
Difficult for reps to
retain knowledge and
apply it later.
Source: Making it Stick, SiriusDecisions

13. “One and
Done”
Mentality Lets
Training Get
Stale
If new information isn’t
applied, you will forget 75%
of it after just six days.
Source: Harvard Business Review

14. Effective Onboarding
Includes a mixture
of training types
that meet reps
where they are.

15. What Effective Onboarding Orgs
Do:
Source: SiriusDecisions Command Center
More Likely to
use Role-Play
More Likely to use
self-paced video
observation
More Likely to
use a mentor
program
62
%
32
%
27
%

16. Effective Onboarding
Prepares reps for
critical customer
conversations
before they engage.

17. Effective Onboarding
Is routinely
reinforced via
self-service materials
available at the
point of action.

18. 18
Sales enablement technology
delivers interactive training
sales reps can easily return to,
all while staying within their
workflow.
Integrate with
Sales Enablement
Technology

19. 19
Tips for Effective
Onboarding
Make onboarding a priority
1
2
3
4
Use a blended training approach
Integrate with Sales Enablement tech
Track progress and performance

20. Q&A:
Jake Braly
Vice President of Marketing
Highspot
Colin Campbell
Head of Partnerships
Sales Hacker