As important as retention is, though, it’s not just about keeping them on board. By investing in reps’ professional development, you empower them to deliver optimal performance. It’s a dismal state of affairs when organizations say less than one out of five new sales hires they added over the past 24 months were successful.
It doesn’t have to be that way. Hands-down, the best coaching tool available is still your time. There’s no replacement for one-to-one time. However, there are only so many hours in a day. That time must be supplemented with continuous coaching and training.
Coaching starts with onboarding. By identifying what practices work best in your onboarding process, you can build a repeatable process to increase training efficiencies and accelerate performance.
Today’s organizations have access to innovative onboarding, coaching, and training tools — such as peer-based video reviews, mobile and on-demand training solutions, and online playbooks for every stage of the sales cycle. Everything is available at a rep’s fingertips to drive higher performance.
By committing to the professional development of your reps, you improve rep retention as well as speed time to revenue. But perhaps most important, you show reps that you value and are interested in their success — inspiring and motivating them to higher performance.
“By giving reps the time, tools, and information they need to be effective, you get them to quota-bearing status faster — and keep them on board longer.”