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Sales Force Productivity Conference ● 15-17 October 2018 ● Ritz-Carlton, Atlanta ● © 2018 The Sales Management Association. All rights reserved.
BEST PRACTICES IN SALESPERSON ONBOARDING AND ENABLEMENT
Presented by :
MIKE D'ANGELO, Qstream
TINA REESE, JPMorgan Chase and Company
BOB KELLY, Sales Management Association
MEGAN HUMPHRIES, Kabbage
2Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
OUR PRESENTERS
BOBKELLY
MEGANHUMPHRIES
MIKED'ANGELO
NATASHACOLLINS
Chairman
Sales Management Assocaition
Head of Sales Engagement
Kabbage
Regional Sales Director
Qstream
Senior Vice President, Head Of Sales Operations & Planning
Bank of America
TINA REESE
Executive Director, Sales and Relationship ManagementJPMorgan Chase and Company
Perhaps you noticed?…
© Copyright 2018 The Sales Management Association. All rights reserved.
The State of Sales Force Staffing
© Copyright 2018 The Sales Management Association. All rights reserved.
Training Effectiveness
5
There aren’t enough salespeople in most firms.Just 26% are optimally staffed.
© Copyright 2018 The Sales Management Association. All rights reserved.
Training Effectiveness
6
Too many (or too few) are leaving the sales force.
© Copyright 2018 The Sales Management Association. All rights reserved.
Training Effectiveness
7
The average firm replaces more than 25% of its sales force each year…… investing, on average 10 weeks of training and development time per new hire…
© Copyright 2018 The Sales Management Association. All rights reserved.
Training Effectiveness
8
… and waiting, on average, 11 months for a new hire to be considered successful…
© Copyright 2018 The Sales Management Association. All rights reserved.
Training Effectiveness
9
… which happens with the approximate regularity of a coin flip.
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What is your organization's approach to onboarding?
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Is onboarding's importance changing?
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Have you quantified the impact of onboarding effectiveness? (How?)
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Effective Onboarding’s Impact
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Onboarding Improves New Hires’ Odds
14
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Higher Success Rates Reinforce Faster Success Rates
15
© Copyright 2018 The Sales Management Association. All rights reserved.
Turnover: Onboarding Not a Solution, But a Problem Upgrade
16
© Copyright 2018 The Sales Management Association. All rights reserved.17
Can you isolate one or two best practices related to enablement and/or onboarding?
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How does your organization "enable" salespeople?
© Copyright 2018 The Sales Management Association. All rights reserved.19
Can you share one unaddressed challenge related to onboarding?
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Q & A PLEASE BE SURE TO SPEAK INTO THE MICROPHONE. WE’RE RECORDING!
Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
BOBKELLY
Chairman
Sales Management Association
MEGANHUMPHRIES
Head of Sales Engagement
Kabbage
MIKED'ANGELO
Regional Sales Director
Qstream
NATASHACOLLINS
Senior Vice President, Head Of Sales Operations & Planning
Bank of America
rjkelly@salesmanagement.org
linkedin.com/in/robertjkelly
mike.dangelo@qstream.com
linkedin.com/in/mdangelo/
mhumphries@kabbage.com
linkedin.com/in/megan-humphries-a2244151
linkedin.com/in/natasha-collins-376aa270/
natasha.collins@bankofamericamerchant.com
TINAREESE
Executive Director, Sales and Relationship Management
JPMorgan Chase and Company
linkedin.com/in/tina-reese-1331bb1
tina.reese@jpmorgan.com
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