Get New Sales Reps Productive in 2 Weeks

What is the biggest bottleneck in your sales department? It’s the lag time between hiring a new salesperson and the day they actually close a deal. Most founders think onboarding means "shadowing" or reading a handbook. That is a mistake.

So what happens when you don't have a plan? Your expensive new hire spends their first week wandering the office, having unstructured chats with the CEO, or waiting for permission to work. This kills momentum. It signals that you don’t have your act together. If you want a sales team that produces revenue, you cannot wing the first two weeks.

You need a rigid, hour-by-hour schedule for their first 10 business days. This video breaks down exactly how to structure a two-week onboarding system that gets reps on the phone and closing deals faster. Stop wasting salary on ramp-up time.

Keywords: Sales onboarding, new hire productivity, sales training, fractional sales leadership, founder-led sales, sales process, onboarding checklist, sales ramp up time, hiring sales reps, small business sales strategy.

➡️ Louie Bernstein's Fractional Sales For Founder-Led Sales - Grow your sales without burning out: https://www.louiebernstein.com/

➡️ FREE: The CEO's Sales System - Everything you need to build and scale a B2B sales team :    • The Founder's and CEO's Sales System  

🙋🏽‍♂️ I'm a Fractional Sales VP and INC 500 Winner
I organize, optimize, and train your sales team, so you don't have to.
My website - https://www.louiebernstein.com
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TRANSCRIPTION
Here’s the one thing that will determine how quickly your new salespeople will be productive: and it’s having a really tightly written onboarding system.

Now, it depends on how, you know, how complex your sale is and how complex your product is. But in sales, let’s assume that it’s a two-week onboarding system before you’ll let the salespeople interact with customers.

Every hour of those 10 business days needs to be extremely well defined. The worst thing that can happen is when you have a new employee come on-site on the first day and they’re looking around for what they’re supposed to be doing or who they’re supposed to talk to.

You know, just having talk to the CEO before lunch and talk to the CFO at the end of the day doesn’t work! It needs to be a rigid schedule starting at whatever the start time your company starts, 8:30 AM, and then to 9:30 they speak with so-and-so about whatever it is their job function is. And have them get prepared with questions.

Now, the people who are presenting to your new salesperson need to be prepared as well. They need to know what they’re going to talk about so they optimize their time.

Having a really good sales onboarding system does two things: It signals to your employee, your new employee, you know what you’re doing. And what it does for you is it enables you to onboard people much more quickly, and because of that, they’ll be much more productive that much quicker.

If you don’t have an onboarding system, I strongly suggest you sit down today and start to write it out.



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