Most companies do new sales rep orientations the wrong way. They send new hires head-first into the workplace and let them ping-pong around for a while until they see stars. That’s the immersion approach, explains founder and CEO of The Bridge Group Trish Bertuzzi, and it’s practiced at far too many companies worldwide. A far more effective option is the interdepartmental introduction. It allows you to give new salespeople a much more in-depth look at the company. Not only that, but they will likely learn a lot from an operational standpoint. All of this will culminate in an improved understanding of the company and a…
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Onboarding for Sales: The Planning Gap
The onboarding process in sales presents a unique set of challenges for companies to address. Throughout the process, gaps and inefficiencies exist. CEO of The Bridge Group Trish Bertuzzi has firsthand experience addressing many of these issues, and offers some advice on overcoming planning-related problems. Bertuzzi advises sales managers to make sure that the sales territory they allot to new hires allows for plenty of opportunity to make an impression, while simultaneously teaching them about the company’s sales process. For more on this and other planning-related sales topics, watch the video from OpenView Labs featuring Bertuzzi.
Invest in Sales Training Now, or Pay for It Later
Ask most companies about their sales training for new employees and they’ll tell you that they have a program in place. What they won’t say is that, in all likelihood, that program is underfunded. Trish Bertuzzi, founder and CEO of The Bridge Group Inc., says that companies will spend in the neighborhood of $20,000 hiring some sales professionals. Once they’ve made the hire, however, they stop spending money at a very inopportune juncture. Sales training is paramount for new salespeople. But in many cases it’s lacking. By taking the time to invest in sales training, you can improve your sales process and employee development. For more on…
Hey Sales Coaches! Don’t Forget Your Obligations
Sales coaching is critical during the transition period for new sales hires. The training and coaching that salespeople receive during their first days on the job will create a foundation for their future work. Trish Bertuzzi, founder and CEO of The Bridge Group Inc., says that coaches need to be consistent in their approach during this formative period. To overcome this coaching gap, Bertuzzi says that coaching should begin at the very start of the onboarding process. For more on the duties of sales coaches following a new hire, watch the full video from OpenView Labs.