New Hire Coaching

"Imagine that you've just hired a Sales Professional for your organization. You want the new salesperson to succeed, and avoid another disruption in sales, sales training, and expense of rehiring another salesperson. "

You're not imaging things: a significant percentage of new sales hires never make it to their second anniversary with your company. Some estimates put the quit/terminate rate at around 30% for all new sales professionals. The cost to the organization is significant, either by loss of continuity, shaken confidence by customers, bad press, and lower sales team morale.

The financial cost is considerable as well. The direct cost to replace a sales professional can be 2 to 3 times their compensation. The possible loss of sales, customers, and additional costs can be many times the ex-employee's salary. It just makes good business sense to do everything you can to improve the chances of a successful hire.

What usually happens is that the employee is thrown into a sink-or-swim environment. Without a total integration of and immersion by the new salespeople, the salesperson first feels ignored, undervalued, and lost. The subsequent lack of productivity and "fitting in" then leads to poor performance reviews. Finally, either the salesperson or their boss ends the employment, only to start the cycle all over again with a new person.

You finally found the right Sales Professional for your team, now set them up for sales success. Today many companies use 1∙4∙All Coaching to provide the consistent and steady transition that is essential for new team members. This process promises long term results for both the organization and the sales professional.

One of the best investments you can make, not just for the new employee but also for the organization, is to bring in an Executive Sales Coach.  At the very beginning of a new Sales professional’s employment, we offer the following services for your organization.  

1∙4∙All New Hire Coaching is effective for: 

• New Hires

• Promotions

• Geographic relocations

• New business situations

1∙4∙All New Hire Coaching provides the new sales professional with critical strategies for:

• Learning about the organization, including its culture and politics

• Developing high quality relationships with Sales Team and Customers

• Understanding expectations of the new sales role

• Gaining insights into new sales territory processes and practices

• Effective knowledge transfer

• Recognizing common pitfalls

• Developing action plans to avoid or mitigate these risks

• Establishing Sales targets for "early wins"

Think about it: who in the organization has time to properly acclimate the new sales professionals?

1∙4∙All Coaching believes that successful New Hire Coaching requires that the new sales professional’s manager, human resources and other key stakeholders have direct involvement and commitment to the salesperson’s success. The 1∙4∙All New Hire Coaching Approach includes identifying and meeting with these parties to review expectations and best practices for success within the organization's unique culture.

Bringing a new salesperson into the organization properly saves not just money, but eliminates a lot of time and stress by sales management. If you would like to ensure a smooth transition and maximize the success of your expensive new salespeople, please contact Steve Porcaro for a confidential discussion of your sales team situation

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