What is a sales onboarding?

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Now that you know all about sales onboarding, let's talk about actually designing one specifically for an account executive, rather than a general sales role.

This is a week-by-week look at what our resident LGM experts recommend for sales managers. It's specifically designed for EAs and AMs, but you can adapt it to any sales role!

First week of incorporation:
Naturally, the first week is quite intense in terms of learning, as the newcomer will be learning a completely new process. Here is a breakdown of what we do:

First morning: Immersion in the company:
The first morning, the onboarding process begins with an immersion into the company culture; the history vp engineering email list of the company, its vision, when and why it was founded, current goals, etc.

This step is crucial as it provides new hires with background information that will be important in conversations with clients.

It's these small details, fairly minor but nice to share, that provide context for where the company is coming from and where it's going.

First afternoon: Demonstrations and learning:
That same afternoon, new hires have the opportunity to see product demonstrations, which provide them with information about the solutions they will be presenting.

Once they're done watching the demos, they're challenged to do their own product demo! Yes, on their first day.

Expert advice

Why do it?

In fact, when they see managers doing it, new salespeople think demonstrations are easy.

And that's because seasoned professionals have practiced countless demonstrations. They know every joke, it's like poetry, scripted to perfection.

So when it's their turn to do it, everyone will mess up, it will be a disaster!

And you (sales manager) have to let them finish, even if it's hard for them, you have to do it; you have to let them go through it.

Think of it as a rite of passage. Through it, they realize through experience that there is more than meets the eye when it comes to product demos.

Finally, create a “mock” demo in which you explain to them why you have decided to present it your way. You have been selling the product for three years and you know what works and what doesn’t. Share it with them and explain why you say certain things and how to say them.