Why your Sales OnBoarding Process is Broken

2017-05-26 10:05
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by Tim Hughes | @Timothy_Hughes | LinkedIn

Visiting a company recently, it was being explained to me, what a success the digital transformation was.  It certainly seemed to be; revenues were up, profits were up and there was a clear vision of direction of travel for the company.

One thing I always looks for in companies is what I call the “adrenalin shot”.  This is a spike of activity, where management make many announcements, which is translated into “better get in the office earlier and keep my head down, “so I don’t get fired” by the staff.  This impacts on the business, but the results are short term.

I once worked for a company where 1,000 people were “let go” and activity and efficiency went up!

Lasting Change Requires

While you’re reading this, do me a favour, take your watch off and put it on the other wrist.  So if you wear your watch on the left put it on the right wrist and if you wear your watch on the right, take it off and put in on the left.

Feels odd doesn’t it?

That’s what happens in organisations… when they change, we do things because we are asked to.  Just like moving our watches.

I bet many of you have already moved the watch back to your preferred wrist.

Again, that is a great example of change.  We might know we need to change but we go back to what we did before, because it feels better.

The New Generation

As companies embrace digital transformation and change, they often have programs to help current staff with the change.  At previous companies the staff ability to change was seen a s a competitive advantage.  Each new Financial Year (FY) was met with a re-organisation and we all moved direction.  In a fast-moving world like today, this can be the key to survival, I blog for another day, I guess.

One way that you can embed change is to make sure that new entrants to the organisation are immersed in the new culture, values and working practices.  Take Social Selling.

Common Social Selling Mistake

Common mistake we see in companies is that “selling” and “Social Selling” are seen as separate process.  Typical question is “How much time do I need to give to social selling?”

The answer being that it should be “baked” into what you are doing.  Before I get comments that I’m advocating “playing on social all day”, I’m not.

In his book “???” Mark Hunter says that nobody needs to cold call anymore, he calls it informed calling.  That is where you use social and the internet to research the company before making that call.

Look Like a Spammer get Treated like a Spammer

We see time after time antidotal evidence that unless you have a good personal brand on LinkedIn you will get treated like a spammer.  Look like a spammer on LinkdedIn, get treated like a spammer.

Tim, What Has this Got to do with OnBoarding?

Your new staff are new flesh and blood, untainted with “group think” or views like “but we have always done it like that”.  I think we all agree with that.

What we see so many times, is that onboarding is so often engraining those out modded processes or thinking.  For example, does your onboarding process have your social aspirations built in?  I’m not asking do you have an analogue course and a digital course, but is the digital change you require baked into the on boarding process? 

We are a Social Media Agency. We do three things: Social Media StrategySocial Selling and Social Media Management. Drop us an email and let’s talk about how we can make an impact on your organisation. 

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AVANTAGEHeadquarters
Organically grow the holistic world view of disruptive innovation via empowerment.
OUR LOCATIONSWhere to find us
https://dlaignite.com/wp-content/uploads/2019/04/img-footer-map.png
GET IN TOUCHAvantage Social links
Taking seamless key performance indicators offline to maximise the long tail.

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Copyright by BoldThemes. All rights reserved.