Did you know that approximately 25% of your sales force will be new this year, and the "typical" sales person on your team will have less than two years of tenure in their position?
In addition to learning the products, the language, and the industry, new sales staff must learn to navigate the organization and find ways to best engage prospects. Developing that team member to full productivity commonly takes 6-12 months for companies with complex offerings and sales cycles.
The opportunity cost of this ramp-up process can be very high in terms of company revenue performance. If in the first year a sales person can be expected to achieve only 50-60% of their quota. The lost revenue in conjunction with the cost of hiring, training and compensating a new sales person can have a huge negative effect on a company’s bottom line.
Developing sales people quickly to recover as much of this lost revenue as possible is often a high priority of sales leaders, as is reducing turnover to avoid this problem in the first place. With Kadient, you can:
- Arm new sales people with the knowledge they need to rapidly get productive in selling your company's offerings.
- Provide the benefit of a proven sales playbook for your solutions and market segments.
- Deliver coaching and other tools to work and manage accounts, and access to your best selling content to present polished, accurate and consistent deliverables.
- Help your team members sell like seasoned pros, even if they are still struggling to get their arms around the company's market, offerings and customers.
If your team members have the resources they need to be successful, the likelihood of turnover is reduced, which in turn helps reduce the scale of the ramp-up challenge. Kadient helps you solve this challenge.