The ROI of “On-boarding” New Hires

Here is a simple example of how training can jumpstart action. One of our clients recently hired a new salesperson. The new hire had received a significant compensation package and the client had aggressive goals for the year, which meant that they needed him to be productive from the start. He was hired from a bigger company and had good selling skills—he was able to understand the basics of our client’s business quickly. But, in order for him to become truly productive as soon as possible, he needed intensive immersion. We suggested to our client that we spend several days with him to transfer the knowledge he would need to be successful in short order.

As a result, before he even arrived at the company’s offices for his first day of work, he understood his target market segments, his buyers within the companies, his value proposition, success stories to tell, and the right questions to ask to uncover whether the target needed our client’s services. The new salesperson became an important contributor to the company much faster because of the intense training and introduction. The moral of the story is to never underestimate or under-value the ROI on time you spend with new hires.