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Inbound Lead Generation Guide

 

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Generating Revenue During a Crisis

 

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Busting Revenue Roadblocks

 

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Guide to Effective Sales Management

 

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Rylie Manross


Recent posts by Rylie Manross

5 min read

The B2B Guide to Account Based Marketing (ABM)

By Rylie Manross on Oct 26, 2020 9:21:48 AM

Account-based marketing (ABM) is one of the strongest trends in the 21st-century B2B marketing industry. More than 85% of marketers believe that ABM has a higher ROI than any other B2B marketing tactic.

Topics: Blog For CEOs Marketing
4 min read

Top Cloud-Based Marketing Tools for 2021

By Rylie Manross on Oct 1, 2020 10:21:14 AM

2020 is finally coming to a close, we all know that it’s been quite the year. With many companies switching to virtual workspaces, cloud-based tools have never been more important. We have officially entered the era of being expected to do anything from anywhere, and collaborative marketing tools are crucial for marketing departments’ success in this new environment. To get your team up to speed, we’ve compiled a list of the top cloud-based marketing tools your marketing team needs for 2021. 

Topics: Blog
7 min read

How to Plan A Long Term Content Strategy

By Rylie Manross on Sep 4, 2020 10:37:12 AM

At Sales BQ® we strongly believe in creating revenue engines. This means that marketing, sales, revenue operations, and customer success teams work in tandem with each other in a holistic way to generate revenue. The marketing department is in charge of attracting leads to the website, engaging the prospects, and delighting the customers. An important aspect of the inbound marketing methodology is creating an engaging content strategy that communicates directly to your target audience to attract new leads and engage prospects. Content delivers the message of your inbound marketing strategy. 

Topics: Insider Blog Revenue Growth ROI For CXOs
5 min read

3 Fundamentals for Building a Website that Drive Inbound Leads

By Rylie Manross on May 19, 2020 12:26:02 PM

When your business is struggling to generate more inbound leads, the first place to make changes should always be your website. Chances are, it’s time to make some adjustments. Your website is the face of your company, and it will often be your prospect’s first impression of you. Your website needs to clearly communicate who the company is and what problems it solves for prospects and buyers, and if it’s not optimized to do so, your inbound leads will suffer.

Topics: Blog Revenue Growth Leadership For CEOs
5 min read

Inbound Lead Generation Guide

By Rylie Manross on Apr 30, 2020 8:48:17 AM

It's time to jump start your inbound marketing and lead generation. Organizations used to look for what we call a "Sales Unicorn" that manually builds their prospect lead lists, manually finds contact information, manually enters it into the CRM, creates email communication and sends emails without automation, runs their sales meetings, creates the proposals, and closes the sale. Sadly, these sales unicorns just don't exist, and relying on this method is expensive. If a salesperson spends up to 70% of their time manually doing work that could be automated, your losses mount quickly. Stop throwing money away and start building a revenue machine that generates consistent, qualified leads.

 

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Topics: Blog Revenue Growth Leadership ROI For Sales Managers For CXOs Sales For CEOs
6 min read

The Need For Onboarding

By Rylie Manross on Mar 18, 2020 11:48:18 PM

Hiring a new employee can be challenging, but it doesn’t have to be. Onboarding is the transitional process between hiring the new employee and getting a return on investment. It takes roughly 6.2 months to break even after you hire a new employee. This is the point they no longer consume from the business, but start to add value. However, 20% of turnover happens within the first 45 days of employment (octanner.com) and nearly 33% of new hires look for a new job within their first six months (hbr.og). The percentages are even higher and the timeline sooner for millennials. This is a money pit for companies if they can’t find employees that are in it for the long haul.

“In the U.S. and U.K., an estimated $37 billion is spent annually to keep unproductive employees who don’t understand their job and 35% of companies spend $0 on onboarding” (urbanbound.com). The problem is not just picking the wrong candidate, but failing to create a successful onboarding process.

 

How can you fix this, especially for sales hires?

Sales reps need to know why they add value to the company, how their position plays into the overall mission of the company, and a clear understanding of what their job consists of. New sales hires can’t just show up on the first day and start bringing in revenue. They need an excellent onboarding process with CLEAR expectations and milestones, “new employees who went through a structured onboarding program were 58% more likely to be with the organization after three years” (contractrecruiter.com).

Onboarding does not only retain employees, reports show new hires being more proficient in their roles 4 months sooner with longer onboarding processes (octanner.com). These new sales reps must have a structured introduction to the company to result in long lasting quota crushing. This isn’t just a quick, one day “here is your computer, here is your desk, now work”. The sales reps need to believe in the company, understand the company, and want to give you the results. 77% of new hires with formal onboarding training hit their first performance milestones (urbanbound.com). At Sales BQ®, 85% of our new hires hit their onboarding ramp quota. Onboarding motivates the reps from day 1.

These statistics show the need for successful onboarding, but what is shocking is only 50% of small businesses have a structured onboarding process (careerbuilder.com). That means half of you are missing out on major benefits. It is time to invest in your employees, give them the tools they need to succeed and reap the benefits.

 

Sales BQ® New Sales Hire Onboarding Process

Here’s our process. Feel free to snag these ideas and implement them in your business!

  1. Communicate before their start date. Have all new hire paperwork filled out (electronically with your payroll provider, if possible).

  2. Setup their workstation with all their required technology: dual monitors, laptop (preconfigured with all their logins), mouse, keyboard, phone, headset.

  3. Create a welcome sign and decorate their workstation.

  4. Get a welcome card and have everyone sign it, place it on their desk.

  5. Load them up with business cards, pens, notebooks, file folders, branded company thank you cards, marketing material, letterhead, etc - whatever materials they need!

  6. Inform everyone in the company you have a new hire! Make sure the team knows their start date and they’re extra welcoming on their first day, ensuring the new sales hire feels welcomed by ALL.

  7. Give them a guided tour of the office, show them around, make sure they feel comfortable with where the bathroom and kitchen are, share the rules of the fridge and dish washing, etc., so they can be successful in those areas from day 1!

  8. Have a team lunch on their first day!

  9. Create a 30 day onboarding agenda in an online document they can follow. Outline every hour of every day and indicate what they should be doing, with whom, with what resources, and include a daily or weekly milestone checklist so they can feel good about how they’re progressing during onboarding.

  10. Create a realistic ramp quota for both leading (activity) and lagging (outcomes) indicators.

  11. Create expectations, gain agreement on them, and create a plan of accountability and repercussions if they don’t achieve them.

  12. Develop a personal plan that aligns their sales achievement to their personal life goals, creating buy-in and ownership of their success!

  13. Give feedback early and often - have tough conversations if they’re aren’t meeting expectations BEFORE it turns into an issue.

  14. Verbally recognize and commend them for good behavior - reenforce the good and correct any poor performance or traits.

  15. Adjust the onboarding & training plan if they need to slow down or speed up - everyone learns at a different pace, be flexible.

  16. YOU own their success for the first 90 days - be there for them.

 

READY TO REALLY STEP UP YOUR MANAGEMENT GAME?

We've compiled an excellent guide just for that - Step Up Your Game: The Complete Guide to Effective Sales Management.

 

To Learn more about Sales BQ®, visit https://salesbq.com.

SOURCES:

https://blog.octanner.com/editor-picks/an-onboarding-checklist-for-success-infographic

https://www.contractrecruiter.com/employee-onboarding-matters/

https://hbr.org/2015/03/technology-can-save-onboarding-from-itself

https://www.urbanbound.com/blog/onboarding-infographic-statistics

https://resources.careerbuilder.com/small-business/more-companies-need-structured-onboarding