The Challenges
IDC estimates that more than one in four sales people will be new to their position this year, and the “typical” sales rep will have less than two years of tenure in their position.

Each new hire to a sales organization brings to the table both potential and a sales management and training challenge. Developing that rep to full productivity commonly takes between six and twelve months for companies with complex offerings and sales cycles.

In addition to learning the products, the language and the industry, new reps must also learn to navigate the organization and ways to best engage prospects.

Further, the opportunity cost of this ramp-up process can be very high, in terms of company revenue performance. In a large organization, it’s not uncommon for sales people to carry a quota of $1M, and if in the first year a rep can be expected to achieve 50-60% of that quota, the lost revenue represents a substantial add-on investment to the cost of hiring, training and compensating a new sales person.

Ramping 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.

The Solution
With Kadient, you can arm new sales people with the knowledge they need to rapidly get productive in selling your company’s offerings.

At their fingertips, Kadient provides the benefit of a proven sales playbook for your solutions and market segments, access to coaching and other tools to help them work and manage accounts, and access to your best selling content to present polished, accurate and consistent deliverables in front of prospects who expect your sales reps to serve as trusted advisors, regardless of how long they’ve been on the job.

With Kadient, all of your sales people are equipped to develop the highest-value solution set, even if they are still struggling to get their arms around the company’s market, offerings and customers. Kadient will help your reps sell like a seasoned pro.

The Benefits
Properly arming new reps with the tools and content needed to do their job will reduce the time needed for them to become fully productive, and will reduce support costs for that rep.

If your reps have the resources they need to be successful, the likelihood of voluntary and involuntary turnover is reduced, which in turn helps reduce the scale of the ramp-up challenge. Kadient can help you solve this challenge.