New
Hire Coaching
"Imagine that you've just hired a Sales
Professional for your organization. You want the new salesperson to
succeed, and avoid another disruption in sales, sales training, and
expense of rehiring another salesperson. "
You're not
imaging things: a significant percentage of new sales hires never
make it to their second anniversary with your company. Some
estimates put the quit/terminate rate at around 30% for all new
sales professionals. The cost to the organization is significant,
either by loss of continuity, shaken confidence by customers, bad
press, and lower sales team morale.
The financial
cost is considerable as well. The direct cost to replace a sales
professional can be 2 to 3 times their compensation. The possible
loss of sales, customers, and additional costs can be many times the
ex-employee's salary. It just makes good business sense to do
everything you can to improve the chances of a successful hire.
What usually
happens is that the employee is thrown into a sink-or-swim
environment. Without a total integration of and immersion by the new
salespeople, the salesperson first feels ignored, undervalued, and
lost. The subsequent lack of productivity and "fitting in" then
leads to poor performance reviews. Finally, either the salesperson
or their boss ends the employment, only to start the cycle all over
again with a new person.
You finally
found the right Sales Professional for your team, now set them up
for sales success. Today many companies use
1∙4∙All Coaching
to provide the consistent and steady transition that is essential
for new team members. This process promises long term results for
both the organization and the sales professional.
One of the best
investments you can make, not just for the new employee but also for
the organization, is to bring in an Executive Sales Coach. At the
very beginning of a new Sales professional’s employment, we offer
the following services for your organization.
1∙4∙All
New Hire Coaching is effective for:
-
New Hires
-
Promotions
-
Geographic
relocations
-
New
business situations
1∙4∙All
New Hire Coaching provides the new sales professional with critical
strategies for:
-
Learning
about the organization, including its culture and politics
-
Developing
high quality relationships with Sales Team and Customers
-
Understanding expectations of the new sales role
-
Gaining
insights into new sales territory processes and practices
-
Effective
knowledge transfer
-
Recognizing
common pitfalls
-
Developing
action plans to avoid or mitigate these risks
-
Establishing
Sales targets for "early wins"
Think about it:
who in the organization has time to properly acclimate the new sales
professionals?
1∙4∙All
Coaching believes that successful New Hire Coaching requires that
the new sales professional’s manager, human resources and other key
stakeholders have direct involvement and commitment to the
salesperson’s success. The
1∙4∙All
New Hire Coaching Approach includes identifying and meeting with
these parties to review expectations and best practices for success
within the organization's unique culture.
Bringing a new
salesperson into the organization properly saves not just money, but
eliminates a lot of time and stress by sales management. If you
would like to ensure a smooth transition and maximize the success of
your expensive new salespeople, please contact Steve Porcaro for a
confidential discussion of your sales team situation
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