IMPROVE SALES NEW HIRE TIME TO PRODUCTIVITY

IMPROVE SALES NEW HIRE TIME TO PRODUCTIVITY

How SOAR helped an enterprise software company decrease time to productivity for new sales hires from over a year to 6 months.

Situation

Solution Engineers at a Fortune 500 software company were taking over 1 year to become productive, leading to lost revenue and increased hiring and development costs.

Solution

SOAR developed a Success Profile for this role that prioritized the most critical competencies, knowledge and skills that a new hire needed to acquire in order to be productive.

Then a Ramp-Up Plan was created which established:

  • The competencies, knowledge and skills a new hire needed to become productive
  • The criteria for measuring when a new hire would be considered productive
  • How they could develop the priority knowledge and skills
  • When they needed to demonstrate that they had acquired them

The success profile and ramp up plan included coaching guides and created joint accountability between manager and rep for ramp-up.

Result:

Time to productivity decreased from over 1 year to 6 months.