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Today’s Session:   Today’s Sponsors:
Shorten Your
    Sales
 Onboarding
 Process to
   Unlock
   Growth

             May 1, 2012
Tips for the Webinar:




      Tweeting? Please use this tag: #SalesOnboarding



     (800) 263-6317      or (805) 690-5753
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
Shorten Your Sales Onboarding
     Process to Unlock Growth

                  Richard Barkey
          Founder & CEO, Imparta
What/who is Imparta?




    80 full time staff and 130+ accredited trainers worldwide
                Imparta Inc. based in Austin, Texas
We’ve been around a bit…
What’s your growth engine?
Shorten Sales Onboarding Process to Unlock Growth
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
Shorten Sales Onboarding Process to Unlock Growth
The Four Types of Hire
How do the four types perform?




                Breakeven
So…
Revenue Generation in Year 1 =
Revenue Generation in Year 1 =
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
Shorten Sales Onboarding Process to Unlock Growth
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”
Revenue Generation in Year 1
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?
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
Shorten Sales Onboarding Process to Unlock Growth
Revenue Generation in Year 1
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”
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
Work on your overall lead generation
Improve the new hire's skill and will in
networking


    Skill
            Motivate      Leverage



            Reassign        Coach


                                 Will
Revenue Generation in Year 1
Shorten Sales Onboarding Process to Unlock Growth
Use a formal planning methodology
Use a formal planning methodology
Shorten Sales Onboarding Process to Unlock Growth
Revenue Generation in Year 1
Use a formal pitch strategy process
Shorten Sales Onboarding Process to Unlock Growth
Read up on the Locus of Control
Does it work?

           Months to first revenue, Imparta new hires


                           6

                                             12
                                                         Pre
                                                         initiative
                                    9

                                             12
                                                         Post
               2                                         initiative
                                                         (so far!)
       0              5              10             15
Free Excel Tool




                  clientenquiries@imparta.com
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
• 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
Shorten Sales Onboarding Process to Unlock Growth
   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

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Shorten Sales Onboarding Process to Unlock Growth

  • 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
  • 11. The Four Types of Hire
  • 12. How do the four types perform? Breakeven
  • 13. So…
  • 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
  • 26. Work on your overall lead generation
  • 27. Improve the new hire's skill and will in networking Skill Motivate Leverage Reassign Coach Will
  • 30. Use a formal planning methodology
  • 31. Use a formal planning methodology
  • 34. Use a formal pitch strategy process
  • 36. Read up on the Locus of Control
  • 37. Does it work? Months to first revenue, Imparta new hires 6 12 Pre initiative 9 12 Post 2 initiative (so far!) 0 5 10 15
  • 38. Free Excel Tool clientenquiries@imparta.com
  • 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