Bringing new sales reps up to speed is crucial to their success and your business growth. A solid sales onboarding strategy is non-negotiable if you want them and your business to grow. However, all too often onboarding remains contained in the first few weeks or months. Instead, a better focus is “ever-boarding” - an ongoing process that keeps reps motivated, adaptable, and ready to stay ahead.
Why is this continuous approach so important?
Companies that invest in quality onboarding see 50% better productivity from new hires, and businesses with effective training programs see 218% higher income per employee. Without it, companies risk feeling the pinch with longer ramp-up times, missed deals, and falling short on revenue goals. Let’s dive into five steps to build a sales onboarding strategy that helps new sales reps hit the ground running and stick the landing.
Step 1: Think beyond the first 90 days - adopt an ever-boarding approach
Most traditional onboarding programs hit the brakes after 90 days, covering just the basics. But in today’s fast-paced sales landscape, that approach can leave reps “swimming upstream” against constantly changing market dynamics. With an “ever-boarding” mindset, companies support reps through ongoing learning, helping them build skills over time, stay motivated, and better adapt to new challenges. Continuous onboarding isn’t just about checking off a list - it’s about giving reps the tools to close deals every time, long after initial training ends. Ongoing learning helps increase long-term performance and keeps reps engaged.
Step 2: Integrate onboarding into the flow of work
For onboarding to be effective, it needs to be woven into the fabric of a rep’s daily work, not an extra box to tick. Embedding onboarding into everyday activities lets reps learn as they work, giving them real-world experience that feels like second nature. To achieve this, use real-world scenarios. Job shadowing lets new reps see how top sellers close deals with customers, while role-playing helps them gain experience without the pressure of live calls. By making learning part of the daily grind, reps build confidence and develop skills they’ll use every day. Of course this approach is not scalable, so consider looking into how technology can help you provide this at scale, to your reps in the flow of their work without having to take hours out of your day to run session
Step 3: Go beyond the basics - focus on selling skills, not just product knowledge
Sure, product knowledge is key, but effective onboarding digs deeper, focusing on essential selling skills, like negotiation, communication, and consultative selling. A Harvard Business Review study found that companies who train sales reps to be consultative sellers saw a 27% increase in profitability, making it clear that reps need more than just product know-how to succeed. What should be included in a sales onboarding program? - Product knowledge: Comprehensive training on products and services, so new reps can confidently answer customer questions and address their needs. - Core selling skills: Training on essential skills like communication, negotiation, and consultative selling to help reps build meaningful customer relationships. - Real-world practice: Role-playing exercises and job shadowing to let reps practice handling actual sales scenarios. - Feedback sessions: Regular feedback from managers and peers to help reps continually improve and adapt. - Customer-centric focus: Emphasis on understanding customer needs rather than just pitching features, so reps are prepared to solve real problems. When you balance product knowledge with selling skills, reps are able to understand customer needs, and connect on a deeper level. This kind of approach builds trust, drives meaningful conversations, and ultimately closes deals!
Step 4: Use data-driven feedback to guide continuous improvement
The most effective onboarding programs are like well-oiled machines, running on data and feedback to keep things moving smoothly. Tracking metrics like ramp-up time, early sales figures, and feedback ratings gives you a clear snapshot of what’s working and what isn’t. By regularly reviewing these metrics, you can make tweaks to better support your reps. If data shows new reps are consistently struggling in a specific area, you can add targeted training to bridge the gap. Continuous improvement keeps your onboarding strategy relevant and effective, helping reps build confidence faster and hit their targets sooner. Sales enablement technologies can help you build this data and track progress as you go - meaning you don’t have to read between the lines anymore, ultimately allowing you to focus on the skills gaps that will actually move your reps forward.
Step 5: Empower Sales Leaders to Coach More Effectively
Sales leaders are crucial in guiding new hires, and empowering them with the right tools can significantly impact a rep’s success. A well-designed onboarding program gives them the ability to track progress, offer personalized coaching, and stay connected with each rep. Sales onboarding platforms provide leaders with insights into each rep’s strengths and areas for improvement, allowing them to tailor coaching effectively. This personalized support not only helps sales leaders guide reps more efficiently but also gives reps a clear path to growth. With tools that highlight strengths and pinpoint areas to improve, sales reps receive targeted feedback, increasing their confidence and accelerating their success. As leaders lead from the front, they help reps sharpen their skills and stay motivated throughout their onboarding journey.
Build an Ongoing Sales Onboarding System
In short - onboarding shouldn’t be a one-time event. Following these five steps can help you create a sales onboarding strategy that supports reps from day one and keeps them prepared to face new challenges. By embracing “ever-boarding”, embedding learning in daily tasks, focusing on selling skills, using data-driven feedback, and empowering sales leaders to coach, you’ll create a culture of continuous improvement and success.
Ready to up your sales onboarding strategy? Consider exploring additional resources or scheduling a demo with Hive Perform to see how a sales onboarding platform could be a game-changer for your team.
