John called me in the middle of the day. He’d just started a new role with a software start-up in San Jose, California.
He sounded a little irritated, certainly not his usual upbeat self. As a sales recruiter who spends hours each day on the phone, I’m highly sensitive to slight voice inflections.
I instantly knew something was wrong.
“I’m not sure this is the place for me,” he said. After a long pause, John went on to explain, “Yesterday two of the guys in my sales training class went to lunch and didn’t come back.
The office manager Susan let on this wasn’t a first. Every time I step out of the office, my boss gets this tense look on his face.”
But John’s experience is ordinary.
Doubt can grab hold of new hires quickly. In any start-up, introducing new sales people into the mix initially causes optimism to run wild.
Without solid systems in place, excitement levels quickly wane.
No matter how successful new hires have been in the past, or how well developed their sales skills are; they simply can’t be highly effective in a disorganized environment lacking infrastructure, procedures, and systems.
Your company’s ability to onboard new salespeople can make the difference between high performance and high turnover.
When you’ve worked hard to recruit top talent for your sales team, don’t leave new beginnings to chance.