OK, now it’s your turn.
I’m trying to identify some current practices around the on-boarding process for initial sales training. There are a number of variations, as you might expect, among different companies. Here are two specific questions I have for my readers – feel free to give a response in the comment section, or shoot me an e-mail ( stevew(at)impactiviti.com ). Of course, your responses will be treated as confidential.
1. Do you have a separate “orientation” session for new hires, during which such things as corporate policies, administrative stuff, computer training, etc. occur – or is all that rolled into the first in-house initial sales training phase (or, alternatively, does it happen via regional training sessions?). In other words, does your company separate out the Administrative stuff from the Sales/Product training, or are they munged together?
2. Does your company require certification, via scored assessments, of home study materials before someone can come into Initial Sales Training? I don’t mean passing open-book self-assessments – I mean real tests that measure some level of mastery! (typically, on-line exams).
Thanks for any input you can give!