Do you recall the old adage, “when it comes to breakfast, the Chicken is involved, but the Pig is committed?” That reminds me of sending my new hires off to sales boot camp and hoping they would come back empowered with the tools they needed to become successful sellers. Even at my last company – the Fortune 100 software giant – the first thing out of the trainer’s mouth was, “we are going to try something new with this class.”
When it comes to getting new sellers ramped up – the Sales Manager is the Pig – they are committed to the outcome of the seller because the manager’s success is crucial to the success of the their new hire. The chicken is the sales training company, hired to provide the basics in a formatted amount of time, to get their class of sellers “certified.”
Now I am sure many of your reading this are sales trainers so please don’t take this comment as derogatory. But front line sales managers can’t afford anything less than the most effective training available. They can’t afford to speculate on what might work. The latest sales methodologies are great – who doesn’t love Social Selling and the Challenger Sale? But if they aren’t in context with relevant use cases that are specific to the seller – then they are speculative.
At RampedUp – we believe that sales onboarding should be rooted in best practices gleaned from the tactics and successes of your best practitioners. Best practices are unique to an organization so be cautious of one-size fits all onboarding plans. Front line Sales Managers understand this all to well.