Recruiting and Onboarding Sales Reps

Hiring and onboarding the right talent ensures the success of your sales team. This phase emphasizes sourcing, evaluating, and equipping new hires for success.

Why it's Important

Drives faster ramp-up times for new hires.
Builds a foundation for long-term team success.
Ensures cultural and skill alignment with company goals.

How to Implement

Use targeted platforms like LinkedIn or niche job boards to source candidates.
Create a robust interview process, including role-specific scenarios.
Develop a structured onboarding program with training modules.
Assign mentors or buddy systems for new hires.
Set clear expectations and goals for the first 90 days.

Available Workshops

Interview Scenario Planning: Role-play common sales situations.
Job Description Review: Align with ICP and company goals.
Onboarding Plan Workshop: Map out the first 30, 60, and 90 days.
Mentor Matching: Pair new hires with experienced reps.
Role-Play Sessions: Practice typical sales calls or meetings.
Technology Training: Hands-on sessions with sales tools.

Deliverables

Candidate evaluation templates.
Onboarding checklist with milestones.
Training materials for tools and processes.

How to Measure

Time to first deal closed by new hires.
New hire retention rates after 6 months.
Feedback from new hires on the onboarding experience.

Real-World Examples

Gong

Uses data-driven hiring to identify top performers during interviews

Provides new hires with extensive onboarding programs tailored to their roles.

Zendesk

Emphasizes cultural alignment and mentorship for long-term success.

Get It Right

Define success metrics for each hire.
Provide consistent feedback and coaching.
Invest in tools and training to empower reps.
Create an inclusive, collaborative environment.
Regularly solicit feedback from new hires.

Don't Make These Mistakes

Rushing the hiring process without proper evaluation.
Neglecting cultural fit in candidates.
Overwhelming new hires with too much information upfront.
Failing to track onboarding progress.
Ignoring ongoing training needs.

Provided courtesy of Whitney Elenbaas, Fractional CRO

Gem Consulting