The key to encouraging rookie sales reps to actively participate in onboarding is to make it as easy and non-time-consuming as possible. In a survey from Software Advice, 58% of employee respondents said they would be more likely to use training materials if they incorporated shorter lessons, activities and assessments.
There is an array of training content available that allows you to deliver onboarding material digitally to new sales hires in small, incremental doses, making it more convenient and less dispiriting for your ambitious team.
Types of Bite-Size Content
Smaller, spread-out sales onboarding can come in many forms, all of which are more digestible and will conform to new hires’ schedules. This content can include important information surrounding your sales process, your products and your customers, and can be created or aggregated for easy access:
- Videos — Demos, product walkthroughs and other training content allows your sellers to view and review anytime, anywhere
- Gamification — Use leaderboards and award-based learning to encourage friendly competition to motivate people to perform at their best
- Quizzes — Evaluate progress for each member of your team with short-format quizzes or surveys
- Virtual role playing — Allow your new sales reps to record their pitches and watch back for continued improvement
Benefits of Bite-Sized Learning Content
Days of sitting through onboarding presentations and meetings may seem daunting for new hires. Splitting up the content into smaller lessons offers a variety of benefits for both you and your rookie team members.
Mobile is taking over our everyday lives in almost every aspect; we can shop, read, watch TV, carry out work activities, and even track exercise, all from our phones. Doesn’t it make sense to offer onboarding in the same way? Making the onboarding materials mentioned above accessible via mobile means your sales team can brush up on their skills outside of the office and make training part of their daily routine. Mobile apps are cost-effective and customizable for sales leaders, while convenient and easily-accessible for reps. They also provide real-time analytics to measure performance.
Decreased likelihood of burnout
In a Kronos Incorporated and Future Workplace survey, 46% of HR leaders reported that burnout accounted for up to half of the annual churn rate. Sitting in training for hours or days is far from ideal for any employee, especially salespeople who prefer to be making calls to potential clients. Not to mention, sitting for hours reviewing materials causes people to lose focus after a period of time, decreasing productivity across the board and ultimately wasting people’s time. By separating sales onboarding into multiple bite-sized lessons, you allow your new reps to complete lessons at their own convenience. Allowing your sales team to approach training in smaller increments also avoids interruptions in each member’s daily tasks and activities, and lets them stick to their normal schedule.
Increased engagement and retention
Shorter, more interactive onboarding also gets your new sales hires excited and more engaged with the content. “Effective frequency” is an advertising term theorizing that people need to see a message repeatedly over a period of time before remembering and acting upon it. The same applies for learning certain skills; regularly viewing training content at spread out intervals is much more likely to increase retention than sitting in a full day of training.
Easy for sales leaders to track and update
This form of onboarding has its benefits for sales leaders as well. Since everything is done digitally, you are first and foremost able to ensure your new hires are actually leveraging the materials available to them, as well as track progress over time on an individual basis. View practice pitches, quiz scores and other insights in real time to get a quantitative look at how everyone is measuring against your metrics for success. Using those insights, you can update onboarding accordingly and even customize paths for every new member based on their learning style, strengths and areas that need improvement.
Allows you to go beyond onboarding
Onboarding is just the beginning. Research by Xerox shows that within a month of sales training, 87% of new skills are lost. Ideally, your new sales reps will be a part of your organization for the long haul, and you want to offer them opportunities to review past information and continue learning and bettering themselves as your organization develops and grows. The purpose of onboarding and training should not be a box to check off; it is to encourage and change certain behaviors amongst your sales team, both new hires and experts, in the long-term.
Sales onboarding doesn’t need to be a dense and dreaded process, frustrating your reps and taking up your valuable time. By providing easily-accessible onboarding materials for your new salespeople, you empower them and put them in control of their own skill building, holding themselves accountable and in turn making them more successful.
Invest in your sales team in the onboarding process and beyond. LearnCore’s mobile app provides training courses, games, quizzes and more to get your new reps ready and confident to get out there and sell.