#89: Listen as Tyler Lindley, Sales Coach and Podcast Host of The Sales Lift, discusses sales onboarding. He explores how playbooks, planning, knowledge, tools, and sales processes all play into setting reps up for success.

Click here for episode show notes, transcript, and more!

Don’t feel like listening? Read the Episode Cliff Notes instead below:

Intro (0:00)

Onboarding is one of the most pivotal moments. That first impression; it is that first introduction to you and your company and their experience.

Companies need to get this right because companies that do onboarding. Retaining their new sales reps and retaining great sales reps is key to growth. It's so hard to scale and maintain your sales team and efforts if you always have turnover.

This is a really pivotal time for sales reps because this is how you get out of the gates quickly.

The Five Pillars of Sales (2:39)

The first key pillar of sales onboarding is you need a playbook. You need something to give that new rep on day one. It should be an overview of everything, and it doesn't have to be a super long document for those just getting started.

The second key pillar is enabling reps to plan their day and teaching them some best practices around time management. 

The third key pillar is product industry and company knowledge. We need all of this product knowledge because they need to be talking to customers innovatively and efficiently. They need to have all these conversations and answer all these questions from day one. 

Highlight the problem. That you solve for your prospects and highlight the key differentiators that you have against your competitors. If a new sales rep knows the key issues that your company solves, they know the key ways in which your company is different from the competitors.

The fourth key pillar is tools. We've got to enable our teams with tools. There are a lot of tools out there that you can arm your team with, but just make sure that's a part of the consideration and getting folks up to speed on those tools. 

The fifth key pillar is the sales process. What does an ideal process look like from start to finish regarding what I'm doing? Make sure that you have that process outlined and make sure that your CRM is clear on how they navigate.

Outro (14:51)

The first impression is so important for all the reps out there listening. So make sure that you're taking advantage of these resources. 

Sales onboarding is all about building a strong foundation that you, the rep, can build on. So you want your reps to have a really strong foundation, and all these things create that foundation.