better sales onboarding with guided selling

Better Sales Onboarding with Guided Selling

Agenda1. Sales Onboarding Basics

The good, the bad, and the science

2. NAVEX Global Case Study Finding their way through the learning

3. Guided Selling What is it, and what it can do for you

4. Wrapping up with Analytics

Speakers

ModeratorChanin BallanceCEO, MobilePaks Prior: VIA, The Language Company

John HarrisonEVP Operations, Product & Client Experience at MobilePaksPrior: Webtrends, Yesmail and Symantec

Karen IredaleSales Learning and Development Manager at NAVEX GlobalPrior: Tektronix, Hewlett-Packard

Sales Onboarding Basics

The Typical Onboarding Scenario

New reps attend week-long training or boot camp and are launched into territory

Training is an event. Learning and development happen over time.

Top 5 onboarding mistakes:

1. One and done

2. Information fire hose

3. Lack of field support

4. Lack of coaching and feedback

5. Not addressing proficiency

The Science of Learning and Memory

• There is a forgetting curve. – People forget 90% of what

they've learned within a month

• Spacing and repetition is key

• Better engagement = better knowledge transfer

JH

Case Study: NAVEX Global

Finding their way through the learning

KI

Four Companies Merging into One

KI

KI

Chaos

Product 1Buyer Roles

DemoSales

Methodology

Pricing Product 2

Product 3

KI

Where to Begin?

Before After

Chaos

• Tribal Knowledge

• No tools

• No formal process

Structured Experiential

Program

• Process

• Tools

• Coaching and Feedback

• Practice, Practice, Practice

KI

Process

- Sales Rep

- Customer

Review:

- Sales VP

- Sales L&D

Customer Presentation

Review

- Sales Reps

- Sales VP

- Sales L&D

Team & VP Reviews

- Sales Reps

- Sales L&D

Peer Reviews

- Sales Reps

Training

Knowledge Skill Ability

KI

Sales Enablement Tools

Sales Enablement

At-A-Glance (AAG)

Messaging Playbooks

Chapter Decks

Pricing Guides

Demo Scripts

Demo Recordings

Competitive Battlecards

Sales Methodology

KI

Week 2 Onboarding - “Boot Camp”

Day 1 • NAVEX Global

Day 2• Product 1

• Product 2

Day 3 • Product 3

Day 4• Product 4

• Product 5

Day 5 • Services

Day 6 • SalesForce (SFDC) Training

SUNDAY MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY

30 31

1 2 3 4 5 6 7

8 9 10 11 12 13 14

15 16 17 18 19 20 21

22 23 24 25 26 27 28

29 30

Onboarding Reinforcement Weeks

Week 4: Hotline / Case Mgmt.

Week 5: PolicyTech

Week 6: Third Party Risk Mgmt.

Week 7: Online Training

Week 8: Advisory Services

Week 3: Corporate Slide Deck

Onboarding Program8 Weeks

Week 1: Shadow

Week 2: Boot Camp

Weeks 3-8Reinforcement

Images courtesy of Stuart Miles at freedigitalphotos.net

KI

Training Structure for Reinforcement Weeks

Content Review

•Chapter Deck & Demo•Additional Content as Needed•Pricing

Practice

• Self-Study•Practice

Peer Reviews with:

• Sales Learning & Development (Karen)•Product Specialist or field Sales Rep• Sales VP

KI

Best Practices

Image courtesy of Stuart Miles at freedigitalphotos.net

• Get sales enablement tools in place

• Less is More

• Incorporate practice sessions and role plays into your program

• Peer Learning

• Continuous Improvement—get feedback from others

• Practice! Practice! Practice!

KI

Guided Selling

What it is, and what it can do for you

JH

What is Guided Selling?

• Automatically recommends most relevant sales asset to sellers based on relevance

• Tracks usage and engagement so managers can measure progress

JH

Benefits

1. Real-time support maximizes training investment

2. Relevant and easy to digest = better selling conversations

3. Intelligently pairs with other sales assets and job aids for true enablement

JH

Key Features to Look For

• Works on all devices and operating systems, including mobile

• Plugs into CRM

• Syncs with existingrepositories

• Provides detailedusage tracking andanalytics

JH

MobilePaks Demo

JH

Analytics Drive Improvement

What to measure to see if your onboarding program is hitting its goals

JH

Track Completion and Comprehension

Track level of completion & comprehension by individual

Measure real-life competence

Gather feedback

KI & JH

Monitor Sales Progress in Real Time

Track what steps new reps took and what assets they utilized during the selling process

Review and hold additional in-person coaching sessions if needed

Monitor progress status and sales progress for opportunities to improve program

KI & JH

Easily compare new hire progress, use of assets and competency to

• Prospect engagement levels

• Pipeline velocity

• Quota achievement

Measure early indicators of sales effectiveness

KI & JH

Questions?

CB

Thank you for attending!

Email us at info@mobilepaks.com

Download our free brief, “Better Sales Onboarding with Guided Selling”:

www.mobilepaks.com/knowledge

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CB