A recent survey
by The Revenue Accelerator provides some interesting insight from over 500
sales management executives and business leaders into how companies can improve
their onboarding process to retain the top sales talent and make the most of
their sales team.
They key
findings of the report were:
- 82% of respondents were not satisfied with how long it takes their new people to get up to speed.
- Salespeople who work for employers with a satisfactory onboarding process get up to speed 34% faster than those working for companies who were less satisfied with their onboarding process.
- Executives reporting the greatest satisfaction and greatest success with their onboarding process have longer and more structured onboarding periods.
The
most striking finding from the report is that the most satisfied respondents
averaged 251 days for their new salesperson to perform at the same level as a
tenured one while least satisfied respondents averaged 381 days to achieve the
same performance. This means that companies with a satisfactory onboarding
process are receiving value from their new hires up to four months earlier than
those who with an unsatisfactory onboarding process. By not adequately
preparing their salespeople, many companies are missing out on potential
revenue and are experiencing higher turnover in their sales team than is
necessary.
How
satisfied are you with your company’s onboarding process?
Hays
Sales UK are experts in all areas of sales recruitment. To find out more about
how our expert consultants can help you attract and retain top talent, please
visit our website.
Thank you for posting these statistics. This is a staggering number of unhappy respondents, especially considering just how much time, effort and money is put into recruiting the right salespeople for the team.
ReplyDeleteThe length of time it takes to get onboard is dizzying when the turnover rate of sales professionals is considered. With the job becoming more demanding and rigorous every day, it is actually amazing companies don't:
1. Employ through sales recruitment agencies (a fantastic way to ensure both company and candidate are on the same page at the time of hire)
2. Include the entire company in sales training processes (so that the body is aware of the process and can support sales staff)
3. Work towards retention through sales performance coaching (such as our company provides)
The fact that revenue is directly linked to the hiring, training and retention wheel should make every company sit up and take note.
Thanks again for your ever informative posts.
Jamie Panter
City Therapy Partners
These statistics will help companies to know about them like where they stand when top sales is concerned.
ReplyDelete