Streamline your sales team onboarding for security

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let's talk about the guiding principles of new hire onboarding before i do we just got a level set onboarding today is completely different than what it has been in previous years it's now a hundred percent virtual it's impossible for us to fly our teams to headquarters to get trained and onboarded by product managers by managers by executives that boot camp experience is no longer an option so now we've got to be creative so we have to deliver an amazing rich onboarding experience in a hundred percent remote virtual way that's the big change and so when we think about strategic enablement and we think about how do we drive the outcomes that we want to drive we need to be mindful about some guiding principles and this is what i want to do right now is i want to walk you through five principles to help you elevate your onboarding program so you can realize the outcomes that you want to realize right what are we trying to do we want to get our teams ramped faster how we going to do it we got to be thoughtful and mindful about our onboarding programs and plans and so here we go guiding principle number one onboarding needs to be delivered by role you could start onboarding as a cohort for an entire group of people and have different roles together but when you get into the detail and when you start working on the activities and the mentoring in the coaching it needs to be role based quota caring sales people need to be onboarded together sales development folks need to be onboarded together inside sales folks they need to have their own onboarding there can be shared programs and shared coaching and shared classes and shared learning the ultimate outcomes and the activities and the certifications they need to be role based so onboarding by role guiding principle number one guiding principle number two we need to have a activity-based onboarding program what does that mean it means we need to look at the roles and we need to start looking for leading indicators remember we talked about we need to have an onboarding program that's going to deliver on the promise of reducing time to ramp and we want to make that happen faster if we start measuring onboarding as the amount of time it takes to take quota it's too late so we need to look at the leading indicators and the activities that ultimately get us there whether it's pipeline generation whether it's number of calls they've made whatever those leading indicators are that we can start measuring we want to do that sooner than later and we want them documented so guiding principle number one is onboarding by role guiding principle number two is activity-based metrics that are mapped back to the role and to the motion and the sales processes that your teams are going through now on boarding guiding principle number three it's all about 30 60 90. don't try and do everything in a week space it out map it out over a period of time don't train people on contracts and on the back of the funnel activity in their first week what do i need to know in my first week what do i need to know in my first 30 days let's document it let's make sure we've got the activities and the metrics clearly documented and then let's build coaching exercises around them and let's create onboarding programs by role with activity-based metrics and activity-based exercises that are sequenced and timed across a 30-60-90-day journey this is all really important all too often we're doing one size fits all approach to onboarding and it's not role based and that's not the way to deliver on the outcomes and it's not going to achieve the goals of reducing time to ramp and getting you that revenue you want faster and getting your teams productive the fourth guiding principle here is all about knowledge sharing mentoring peer to peer we highly encourage you to introduce concepts like call shadowing and mentorship inside your onboarding program so that needs to be part of it otherwise you're going to miss the opportunity for that peer-to-peer knowledge sharing the final guiding principle i want to highlight for you today is all about top performer best practices so you got to get them you got to curate them you got to find them whether it's a territory plan amazing emails pitch decks proposals whatever it is that makes your top performers great get those assets get those stories and have them be part of your onboarding journey that's it those are the five guiding principles for sales onboarding guaranteed to boost productivity and reduce the time to ramp