No Training Department? Use This Tip to Maximize Your On-Boarding Program

I have a quick tip for my fellow Sales Managers out there who are responsible for on-boarding new reps and ensuring they ramp up quickly.

In this quick 3-minute video, I run through how to put together a databases of trivia questions to make a more effective boarding and development program.

Smaller companies, particularly start ups (in my experience), do not have a training department or resources like a Learning Management System (LMS). So, it usually falls to the Sales Manager to put together a solid program for his or her new team member(s).

We already know that putting our reps through a bunch of power points isn’t going to cut it – that doesn’t elicit engagement, nor does it drive retention.

So here’s my tip:

Leverage your marketing materials, webinars, white papers, etc. to create a database of of trivia questions.

It’s a lot of work to build-out but after the initial build it’s just about maintaining the database and keeping it fresh.

Here are few things I’d like to point out:

• The questions can be organized into different categories with associated values.
• The values can correlate with difficulty.
• To keep things interesting, you can format the questions into different styles: Jeopardy, True or False, Fill in the blank, etc.

Here are a few ideas on how to use the database of trivia questions:

1. Developing written and/or oral assessments
2. Trivia games with scoring and prizes
3. Level-setting of knowledge expectations

Benefits – the bottom line:

• Improved morale from building confidence and making learning, fun.
• If you’re also new to the industry, this will be great crash course for you as the manager while picking up some cred along the way with your team.
• But most importantly, this will have a direct impact on your team’s ability to effectively communicate value, which will have a direct impact on the overall sales results.

I cover the process in this quick 3-minute video.

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See you soon,

Derrick Williams