How do you improve your sales onboarding program over time?
Let me take you way, way back to a time when I was a quota-carrying sales rep. The meeting room was filled with everyone from our sales team.
All right, hear me out here. I am really tired of listening to sales enablement managers, or any sales leader for that matter, talking about certifications as the be-all, end-all of sales onboarding.
What do you need to do to really engage your sales managers to be part of your sales onboarding program?
Over the past few months, I’ve sat with many new sales enablement professionals to coach them on how to structure the function within the sales organization. What is common across these new sales enablers is an uncontrollable panic: Why would a tenured sales organization listen to them?
We’ve all heard the news - there’s a massive problem happening in sales - quota attainment has been in a steady decline for years.