The Key to Sales Success: Invest in Training and Onboarding

Name: The Key to Sales Success: Invest in Training and Onboarding
Uploaded: 2023-08-12T13:30:09+00:00
Duration: 43 s
Channel: Jason M. Lemkin
Description: In this segment, Jason M. Lemkin emphasizes that founder-led selling—where the CEO directly trains the first two sales reps through observation—only…

12 Aug 2023 · 1 min

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In this segment, Jason M. Lemkin emphasizes that founder-led selling—where the CEO directly trains the first two sales reps through observation—only works for a very limited number of hires. He argues that once a company expands beyond the initial two reps, the lack of formal training leads to poor performance. Lemkin advises companies to heavily invest in structured training and onboarding programs, including building a comprehensive sales training course. He also stresses the importance of using call‑recording and review platforms such as Gong, Chorus, or Salesloft to monitor and improve new reps' calls, ensuring consistent skill development and accountability.

Chapters

2 related to the first one. Even before this, you've got to invest at least after your first 2 reps more in training and onboarding. And the first 2 reps learn by osmosis. They report directly to the CEO, really know the product well, those first 2 reps. And they basically get trained by watching, by, by watching, uh, the CEO sell, founder-led sales. And that sort of works for 2 reps. I've almost never seen it work for 3, 4, or 5 reps. They're mistrained, they're untrained, they're not trained, and they perform very poorly because of it. Invest as much as you can in training your reps. Build a course to train your reps. And also, whatever you do with these new reps for training, onboarding, you've got to listen to their Gong or Chorus or Salesloft or whatever tool you use to listen, um, to their calls.