The tenure of an average sales development rep is 14.2 months. That's just a little over a year. How do you optimize the time they're with you?
Imagine you hired a new sales rep that starts today and you have to ramp her up to achieve full quota. How long will that take? Two months? Three? That leaves you with 12 months to go.
That allows for a year of hitting full quota -- assuming she's a rockstar salesperson who understands your product, company, and team from the start.
But in reality, she very likely won't be a rockstar right from the beginning. She'll need the appropriate training and coaching. She'll need to be effectively onboarded into the company to understand your product, your sales process, your sales stack, and become acquainted with her sales team and manager.
If that information isn't presented and readily available to her within the first few weeks, it's going to be a rocky ride. She won't be able to perform her best because you haven't armed her with the knowledge to do so. She may not be integrated with her team because you haven't created a process to build camaraderie among reps. She might even end up leaving before the 14.2 months are over.
Now, imagine if every rep you hired had the potential to become a top performer, but it was up to you to tap into that potential. The key to doing that is to have an efficient and effective onboarding process in place.
Don't waste your sales reps' potential. Make sure they're trained to sell.