Des milliers d’équipes commerciales boostent leurs performances avec Cockpit. Pourquoi pas vous ?
Découvrir CockpitSkill development is a crucial challenge for your company.
This period helps the new salesperson reach full productivity. It must be mastered in order to best prepare for the assigned tasks.
But this represents an investment of time and money for your company.
Hence the importance of optimizing skill development: enabling salespeople to achieve their objectives quickly without sacrificing the quality of training.
The balance must be found between efficiency and quality.
In this article, you will learn everything about ramp-up to make the best decisions for the growth of your company.
Contents:
- What is ramp-up?
- How do you calculate ramp-up?
- What are the stages of skill development?
- How can you optimize the skill development of your salespeople?
What is ramp-up?
When you hire, success partly depends on the quality of the ramp-up.
Ramp-up represents the time it takes to develop skills following onboarding. Equip your salespeople with the tools to continuously improve, and your company will evolve at lightning speed.
Optimizing ramp-up time is not only beneficial for your company’s growth but also for your salespeople, who see the results of their efforts more quickly and gain confidence.
How do you calculate ramp-up?
The skill development period corresponds to the time needed for a new employee to become fully productive and capable of meeting their objectives.
Specifically, ramp-up begins on the salesperson’s first day and ends when they are assigned and evaluated against the same objectives as the other team members.
Carefully measuring the duration of the skill development period helps determine the perfect time to assign objectives to your salespeople. To evaluate ramp-up, add the training time with the average duration of your sales cycle and the level of experience.
Ramp-up = training time + sales cycle duration + level of experience
For example, if your training period lasts 3 months and your sales cycle is 4 months long, that adds up to a total of 7 months. However, if the recruited salesperson is inexperienced, you may extend this duration by 2 months to give them time to master the sales tools and techniques.
What are the stages of skill development?
1 - Integration into the team
Initially, the essential task is to help the new salesperson adapt and feel comfortable. It is also the time to introduce them to your company’s values and culture.
From day one, introduce them to the various members of the team and company, and let them know whom to turn to for questions regarding administrative matters, HR, training, sales…
This facilitates communication and accelerates skill development, as every doubt receives a quick response. It saves a considerable amount of time. Assigning a mentor with similar expertise but more experience within the company is also a guarantee of improved productivity.
2 - Understanding the company
Your salespeople must immerse themselves in your company’s mission, memorize your product and/or service offerings, and learn how to persuade your ideal clients.
The sales strategy with the selling methodology, your personas, your positioning, and the prospecting messages form the solid foundation of your sales team.
From these foundations, the strategy evolves based on feedback from your salespeople. Additionally, by considering your top performers, you identify the sales method that yields the best results.
3 - Taking charge of the sales process
The tools, techniques, and sales cycle… All of this mastery takes time but is facilitated by a clear and well-defined sales process.
Typically, the sales team handles three key stages: prospecting, lead management, and customer relationships. These stages themselves consist of smaller steps that are effective when they are smooth and optimized.
Ideally, you integrate the sales process into your salespeople's workflow. To achieve this, a good sales tool allows you to customize and optimize the stages of the sales cycle.
4 - Sales training
The winning formula for effective skill development remains to integrate the sales process AND training into your sales team’s workflows.
Also, intuitive and user-friendly training tools accelerate their adoption. It’s about saving time on your new salespeople’s productivity.
A training tool can help you personalize the learning journey and select the right resources based on reports that reflect the results of each of your salespeople.
How can you optimize the skill development of your salespeople?
The goal is to continually improve your strategy, methodology, process, and sales training.
Optimizing your salespeople’s skill development prepares them to be productive in their work and gives them the confidence to surpass their objectives.
The main points to implement throughout the stages of ramp-up are therefore:
- Adapt the ramp-up to each salesperson’s skill level
- Take integration seriously
- Clarify the sales strategy
- Streamline the sales process
- Support sales training
Your salespeople can reach their full potential more quickly with a customized tool that takes into account your company’s onboarding and training.
Cockpit is the solution that halves onboarding times thanks to gamified and personalized sales training. The sales methodology is refined through your team’s best performers, and Cockpit training achieves an average +30% conversion rate.
The continuous development of sales skills is the engine of your company’s growth. It’s your turn to take action!
.webp)
