WEBINAR // Onboarding: How do you train a new employee?

A few months ago, CatalogPlayer joined PayFit Spain to present the webinar: «Training and development: the keys to good onboarding».

These are some of the key points they discussed at the event Pere Tura, CEO of CatalogPlayer and Umu Rodon, Enablement Manager at Payfit Spain.

Payfit is a SaaS and the alternative to traditional accountancy firms. The company is dedicated to streamlining employment management and human resources, so the recruitment and training of new employees, among other HR matters, are of great interest to this company.

CatalogPlayer is a company that offers digital solutions for sales. The CatalogPlayer platform focuses on intelligent management of sales content and incorporates everything a B2B salesperson needs to train and go out and sell effectively, in order to expand and improve sales.

Onboarding and Sales Enablement

As mentioned in previous articles, the process of onboarding consists of all those actions focused on the incorporation of new workers into the company. This is essential for the company to have a solid foundation. If we focus on the sales team, it is especially important that this good adaptation to the company's culture and habits takes place.

As Umu Rodon expressed at the start of the webinar, in the context of a company, Sales Enablement can embrace many different things, but, in general, it focuses on the following:

• Establishing a sales strategy
• Ensuring and enhancing the skills of the people in the sales department
• Optimising sales processes
• Managing internal communication and the company's internal content
• Providing teams with technological tools

Furthermore, the functions of Sales Enablement include the training of the sales team.

As was emphasised throughout the webinar, it is essential that the company has a solid Sales Enablement strategy that considers the importance of building a good onboarding process so that new salespeople have as smooth a landing as possible.

But what should this strategy be like to ensure that new salespeople are trained correctly?

If you are interested in improving your company's onboarding process, here we present 3 keys that summarise what was discussed in the CatalogPlayer and Payfit webinar.

The 3 keys of the webinar: How do you train a new employee?

1. Onboarding is important and urgent

According to a recent Deloitte study, 22% of resignations occur during the first 45 days. This alarming figure demonstrates the importance of this process being solid and giving security to the person joining.

In the case of new salespeople, it should be borne in mind, as mentioned by Pere Tura, that incorporation is especially complex due to “a large amount of content” and “a component of loneliness because they spend a lot of time out of the office”.

Onboarding must have an important place in the company, since not having a good onboarding process means a significant loss of resources - both time and money - for the company.

Having an effective onboarding process, through a good Sales Enablement strategy, allows the person to feel more secure. By having a solid and organised base, the new salesperson feels less frustrated and has the satisfaction of being able to achieve results more quickly.

2. The process must take all departments into account

An onboarding process is more likely to be effective if we have previously worked on alignment between departments. At the same time, the training process itself should foster this connection.

In fact, Sales Enablement, applied both to onboarding and to ongoing employee training, benefits all parties:

• The salesperson. It is very important for a salesperson to get up and running as soon as possible and not have to wait several months to start being productive and, for example, to be able to access bonuses.
• Sales management. With the right tools, management is more connected to the sales team, communication is constant and it can detect the best practices.
• Marketing. With training that understands the importance of alignment between Marketing and Sales, both departments benefit. For Marketing, it means that its content is really used.
• General management. It is always preferable for an employee to start being productive early, as it means better results with less investment.
• HR. Alignment between departments means that training new employees is a shared effort between HR and management. This optimises HR's work and makes training more appropriate and quicker.

3. Make the most of digital tools to boost teamwork

Firstly, it is clear that new technologies can help us prepare clear and attractive presentations for new employees. In fact, we can say that any good Sales Enablement platform should include an onboarding section, with information about the job that is accessible at all times.

But we can go much further.

Traditionally, any salesperson must manually fill in the CRM, explaining the visit in long, lengthy reports that sales management often does not read. This situation encourages the salesperson to work “in isolation”, without knowing the work of colleagues. It also means that a lot of important information is lost.

Digital tools allow us to turn this situation around by making it possible to keep a better record of all sales activity and, at the same time, make this information accessible to the whole sales team. In this way, new salespeople can learn from the most experienced ones, both in person and through relevant information about sales.

The CatalogPlayer solution to improve onboarding

CatalogPlayer's Sales Enablement platform has CRM functionalities, but allows much more. The recording of information in real-time makes it possible to know exactly how the customer interaction went during the visit.

Why does a particular salesperson sell more? What products have they shown? In what order? What content have they used? With the platform it is possible to relate this activity of each salesperson to sales results.

This makes it easier to detect the best practises and, therefore, pass this knowledge on to new employees.

You can watch the full webinar here from CatalogPlayer with Payfit Spain: