The Onboarding process includes all those actions focused on the incorporation of new workers into the company and is essential for the company to have a solid base.

However, when it comes to the incorporation of new salespeople into the sales team, Onboarding often proves somewhat difficult. Learning all the products in the catalogue, the geographical areas, the information about customers… It is a lot of information that can stretch the process out for months and involves a significant expenditure of time and resources for the company.

Why should Onboarding be taken care of?

Achieving a smooth entry and rapid adaptation to the company is essential for the new worker to understand the company's objectives and act in line with them. When it comes to the sales team, it is especially important that there is a good adaptation to the culture and good habits of the company, as this has a direct impact on the customer.

The company must ensure that the Onboarding process for new salespeople is effective, since good integration is necessary so that they can convey the brand image to the customer and sell in line with the company's strategy.

How can a smooth incorporation be achieved?

Firstly, it is essential that the salespeople joining receive all the necessary information from the outset, and in a practical way, so that they can apply this knowledge straight away.

This is only possible if access to the necessary tools is provided. Nowadays new digital technologies offer a great opportunity to speed up Onboarding without losing, and in fact increasing, the effectiveness of the process. However, what characteristics should these tools have?

To facilitate the integration of new salespeople you need to acquire a Smart Selling or Sales Enablement platform that includes the following:

• Relevant and up-to-date information about all the products and their families, in an organised way and accessible also during the sales visit.
• Up-to-date information about customers and their geographical areas.
• Integration with a CRM to easily and rigorously manage interactions with the customer, obtaining metrics that help in decision-making
• Access to marketing content so that they can be used from the very first moment, to acquire knowledge about the company and be able to convey the brand image straight away.
• Work tools to be able to apply the company's methodology, with recommendations for actions aligned with the overall strategy.
• The possibility for coordinators to carry out monitoring of learning and to be able to give feedback effectively and instantly

At a general level, a Sales Enablement platform with these capabilities can make the learning of new salespeople more autonomous. This makes integration into the company smoother, without the need for a large number of weekly meetings to resolve doubts or correct mistakes.

Furthermore, with a digital platform there is no need to give new workers a large number of dossiers, folders and catalogues; while, on the other hand, it enhances the continuous learning of the entire sales team through always up-to-date content.

It is estimated that the acquisition of a Smart Selling platform speeds up Onboarding by 25%, offering in the process training with all the guarantees to start selling.

Thus, Sales Enablement is the key to having a sales team in your company that is always prepared and can continue to grow.