Few things under management control impact sales success more than fast and effective onboarding. However, traditional sales onboarding strategy continues to fall short, with a recent report from SiriusDecisions finding that only seven percent of organizations describe their sales onboarding programs as robust and complete. In order to remedy this problem, many modern organizations now leverage mobile video sales learning platforms that can help by dramatically shortening reps’ time-to-competency and reducing employee churn.
The Onboarding Challenge
Recent sales training studies show that it can take five to six months to properly onboard a new sales rep and 10 months before they’re at full competency. Shortening this ramp-up time impacts revenue and profitability dramatically. Research from Ambition Solutions shows that newly hired sales reps only contribute 25 to 50 percent as much as experienced reps, and according to CEB, recruits who require additional time to reach full competency can incur incremental costs of $60,000 per month.
Traditional onboarding programs often fall short because they cost too much, feature generic and out-of-date content, and don’t accommodate the way the human mind actually learns. We know that new information entering the brain is immediately forgotten if it isn’t used, yet traditional onboarding usually consists of (1) flying reps to a training center, (2) cramming for two weeks using the same mass-produced content for everyone and then (3) sending everyone back out into the field without any mechanism in place to reinforce what they’ve learned. As a result, organizations scramble to provide remedial help as a last-gasp effort six months later when a rep is struggling to meet early quota metrics.
The mobile revolution gives everyone the power to watch, record and share video anytime, on the devices they carry in their pockets every day. It’s time to harness the power of mobile video to reinvent sales onboarding for the digital age. Here are six quick tips that sales leaders in any organization can employ to roll out an effective mobile video onboarding program.
1. Capture, create and share engaging content.
Build the foundation for a successful onboarding experience with valuable content. Rapidly capture product knowledge, best practices, customer stories, top questions for objection handling and sales presentations from top performers across the organization.
2. Design learning paths.
Structure and sequence video content appropriately to create different onboarding journeys based on competency areas. Leverage videos, quizzes, role-plays and flash drills.
Engage employees in the onboarding experience the moment they accept your offer by giving them access to learning content right away.
4. Capture the in-class experience.
Record relevant class sessions, role-plays and video workshops to evaluate baseline competencies and tailor follow-up reinforcement after the event. Managers can review their new sales reps’ role-play performances and provide custom coaching remotely.
5. Encourage practice and implement follow-up activities.
On average, 84 percent of sales training content is forgotten within 90 days of a training event, according to Sales Performance International. After the class, distribute video assignments for reps to watch, accompanied by associated role-play exercises. Provide ongoing coaching and feedback as well as a means for capturing and sharing powerful field experiences via video. Bolster reps’ knowledge retention with quizzes and flash drills.
6. Assess mastery anywhere.
Evaluate and certify sales reps without the challenges of travel, scheduling logistics or connectivity. Managers can provide in-video feedback and administer a standardized assessment with a customizable criteria scorecard after viewing submissions.
The traditional onboarding process falls short, because organizations created it for the disconnected world of yesterday. Mobile video sales learning tools tackle this challenge head-on by modernizing this vital process. Organizations realize major improvements in the quality and success of onboarding, while at the same time making it easier, cheaper and more engaging for sales reps.