Vendor Onboarding: What Is It And How To Create An Effective Onboarding Program?


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When designing strategies to accelerate sales, one cannot forget a point to which we often pay little attention (or simply delegate to HR): the onboarding of salespeople.

Training sales representatives as soon as they join the team, in an intensive and well-structured way, ensures a shorter learning curve, greater engagement and results in a shorter time. And which company doesn’t want that?

Investing in the creation of a program that consolidates information about the company, its solutions and its processes and serves as a guide for sales performance brings these and other benefits to the business.

That’s why, in this article, we’ll explain what salesperson onboarding is, why it’s critical, and how to create a program that has a positive impact. Follow up!

What is seller’s onboarding?

Salesperson onboarding is nothing more than a “user guide” for sales professionals. Its content is intended to clarify how the commercial area of a company should work, what are the best practices and expected behaviors.

It is a learning program through which salespeople will learn about how to act within the organization. Onboarding will therefore detail everything that is necessary to achieve good results, act in accordance with the organization’s culture, quickly adopt existing processes and act in accordance with ethics.

It’s more than just a set of training and materials, it’s a true immersion and empowerment process for salespeople just starting out!

Why is it important to have a salesperson onboarding?

As you may already know, establishing standardized business processes is very effective and helps to optimize costs and time. When created and used correctly — without creating unnecessary bureaucracy, they serve as valuable tools for organizing flows from different areas.

In this sense, the onboarding of salespeople would be the communication tool about the business, its processes and those specific to the commercial area. When a new employee is hired, he or she has competence and skills for its scope, but lacks knowledge about the operation of the new organization.

Integration saves time for the team and especially for the manager, and prevents the guidelines and basic information from having to be repeated several times before being assimilated. Therefore, in addition to helping to understand their role, the content directs the new professional to act optimally.

Sales onboarding is also very useful for clearing elementary doubts about the company’s performance. And, as we know, in-depth understanding of the solution that will be offered and the customer market is crucial to having good business results through consultative sales.

How to create an effective onboarding?

The agile methodologies, originally created for the development of software, is today used in different models and business processes.

In this sense, they can also be important allies in creating an effective and fast onboarding. In fact, the union of agile methodologies with sellers’ onboarding gave rise to the so-called agile onboarding.

In general, the set of “agile” strategies was designed to achieve the expected results quickly and with quality. The Scrum methodology, for example, is a procedure that can be used to successfully integrate sales professionals.

You might be wondering how to do this, right?

Well, the first step is to define the “owner” of the seller onboarding process. Here, it is important to highlight that the joint work of the commercial area with HR will bring better results. With its expertise, the human resources area can help structure more consistent programs, in addition to providing part of the content.

What information must be present in agile onboarding?

The second step is to identify the fundamental information and processes that should be part of onboarding salespeople.

The question here is: what points do they need to master to perform satisfactorily? Remember that the objective is to integrate them and enable them to do their work within the company.

According to agile onboarding, the ideal is to start with the bureaucratic part related to the organization in general. Then, it is interesting to address their differentials and positioning and, finally, sales techniques. Below we talk a little about the themes that should be part of the content.

Company, business model and basic processes

The starting point of onboarding salespeople should deal with the company. A part must be devoted to the more institutional aspect. It will describe the organization’s mission, vision, values and culture.

This first item also includes details about the benefits offered to employees, such as health insurance, meal vouchers, transportation vouchers and others.

Thinking more about the issue of training the sales professional, it is also essential to deal with information about the business model, the product or service offered, the target audience and the market in which it operates.

Here, one must also talk about the company’s basic processes, that is, those that cover all employees — organizational and managerial processes, for example.

Sales processes

This is the part of the onboarding program for salespeople aimed specifically at deepening the sales processes and performance of these professionals. Some pertinent points to be detailed here:

  • Type of sale practiced;
  • Discourse practices for prospecting , approaching, visiting and monitoring sales;
  • Use of CRM platforms and other software;
  • Communication with the team and with the manager (definition of the function of each channel, regularity and agenda of meetings);
  • Goals and reports;
  • Feedbacks ;
  • Professional development;
  • Sales team management.

Through onboarding salespeople, a sales professional needs to understand the profile of a top performer for the company, that is, where he should go.

It is also good to keep in mind that, in this content, the new collaborator must find a basis for answering questions from prospects and answers to several questions. Some examples: “when should I notify the manager of a change in an important negotiation?”, “what kind of information should be sent by e-mail?”

Finally, in creating agile onboarding, the next step is to divide the themes into sprints, that is, into stages with certain durations. On the other hand, it is also necessary to create a “backlog”, defining in which format each sprint will be explored.

Onboarding from online sellers

From all that we mentioned, to close the onboarding of sellers it is necessary to establish the means that will be used for the transmission of each content. Some companies prefer to gather everything in a single document or written material, while others use lectures, dynamics, training and other types of activities.

The good news is that, in times of Digital Transformation , the program can be made available through online platforms — and within them, in different formats, such as videos, texts, presentations, etc. Ease of access and use are some of the advantages of having content on the internet.

The onboarding of online sellers also prevents managers and other employees from stopping their activities for a long time to follow a new seller in its first days. This model can also help to reduce production costs and ensure higher quality onboarding.

Onboarding of salespeople in sales ramp up

The importance of onboarding salespeople is also in the fact that it is a strategic part of the sales ramp up. The concept, which can be translated as acceleration or leverage, refers to the process of escalating results.

Ramp up in sales starts from the first moment of the salesperson until the moment he reaches the individual goal matched to the rest of the team. Can you now understand his connection with the program for the integration of new employees?

A complete onboarding of salespeople, which describes each step of the sales process and guides the professional’s actions, undoubtedly helps to leverage their performance and reduce the Ramp a Time, that is, the average duration of the climb.

With the creation of an efficient program and monitoring in order to increasingly improve integrations, the company will be able to make a salesperson more quickly reach its highest performance potential, thus reaping good results for the business.


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