1. Today’s Session: Today’s Sponsors:
Shorten Your
Sales
Onboarding
Process to
Unlock
Growth
May 1, 2012
2. Tips for the Webinar:
Tweeting? Please use this tag: #SalesOnboarding
(800) 263-6317 or (805) 690-5753
3. Richard Barkey
• Founder & Chief Executive, Imparta
• Formerly with McKinsey & Co.
• Planned and implemented large-scale change
management projects.
• Trainer and consultant in strategy and consultative
selling
• Works with individuals at all levels in a range of
sectors, including technology, telecom, financial
services and communications
4. Shorten Your Sales Onboarding
Process to Unlock Growth
Richard Barkey
Founder & CEO, Imparta
5. What/who is Imparta?
80 full time staff and 130+ accredited trainers worldwide
Imparta Inc. based in Austin, Texas
9. Cost of hiring a salesperson $000
Recruiter fee @ say 20% (if used) 22
Internal cost of recruiting 3
Internal cost of induction 7
Guaranteed commission (where given) 24
Share of costs of failed hires 48
Total one-off costs 104
Salary, approx. 112
Employment tax 16
Travel & accommodation expenses 26
Manager time (coaching etc.) 12
Total recurring costs per year 166
Total first year costs 270
16. Improve the candidate pool
• Analyse your successful hires
• Target people with a strong contact base selling similar products
with similar buyers, sales cycle, level of customization, decision-
making process, etc.
• Beware the simplistic approach
18. Create an early-warning system for
poor hires
• Spot “Non-Runners” early. They cost a great
deal & use up a space on the team
• Don’t just look at revenue - focus on the
actions that lead up to revenue.
• Have people built trust, formed relationships,
identified opportunities, displayed the right
competencies, built the early stages of a
pipeline?
• Don’t be fooled by a single “huge opportunity”
20. Rapid and intense on-boarding
• Do you train in the company’s products, services
and operating procedures ASAP? Use your best
salespeople to help create the training
• Do you build the all-important internal network
from day one? The best salespeople know how
to get things done inside their own organization.
• Do you train new hires in your sales
methodology as quickly as possible?
• Do you create a sense of teamship and
belonging – especially if not office-based?
21. Inject the new hire into client situations
• Sprinters are often introduced into the heart of
a customer situation early in their tenure
• This builds confidence & provides practise
• Easier for a good salesperson to “leapfrog” than
to penetrate the hard shell of a cold target
• So introduce new salespeople to a few customers
- or even just warm connections - as soon as you can
24. Look for "undersold opportunities"
“За двумя зайцами погонишься, ни
одного не поймаешь”
- Russian Proverb
“If you chase two rabbits, you
will not catch either one”
25. Target accounts in the “comfort zone”
Look for accounts
that have been a
customer of just
one part of your
business for a
long time
39. Any Questions?
Richard Barkey,
CEO & Founder, Imparta
Richard@Imparta.com to discuss the content
clientenquiries@imparta.com for a copy of the spreadsheet tool!
www.Imparta.com
40. • May 9: Social Media’s Role in Learning & Development
• May 15: UpSolving: Tapping the Revenue Potential of Your Service Team
• May 16: Business Impact and the Human Brain: Hidden Perspectives
• May 22: Leading Enterprise-Wide Change: Inspiration to Implementation
For More Info / To Register / To Access Archive:
Type “Webinars” into Search Box at TrainingIndustry.com
Type “On Demand” into Search Box at TrainingIndustry.com
42. On behalf of TrainingIndustry.com, thanks to:
Today’s Speaker: Richard Barkey
Today’s Sponsor: Imparta
All of you for attending
Questions or Comments? Please contact Tim Sosbe:
tsosbe@trainingindustry.com