The Sales Managers Guide To Better Rep Onboarding

LEADERSHIP GUIDE
The Sales Manager’s Guide

to Better Rep Onboarding
The Sales Manager’s Guide
to Better Rep Onboarding
Sales managers viscerally know the struggle of onboarding new
reps. They hire great people, but they lack efficient training
processes. That’s troubling when teams grow and turn over at
a fast pace. Time is money. And the longer it takes to ramp, the
longer it takes to reach quota and grow the business.
New sales reps require*

Even after weeks of training, many reps aren’t confident facing
customers. They feel uncertain answering questions in the moment,
so they need to follow up. That delays deal progress, or they end
up losing those hard-won customer meetings altogether.
3 months
Then, there’s hitting the right messaging. Sales managers spend to be ready to interact with buyers
the most time coaching reps on products or solutions. Yet, one
9 months
of the top three reasons reps don’t meet quota is because they
struggle to communicate value to prospects. It’s no wonder sales
managers are stressed.
to be competent to perform
Most sales managers assume that onboarding will always be hard
and time-consuming. But the truth is there is a better way.
15 months
to become a top performer
The Sales Manager’s Guide to Better Rep Onboarding | 2

Conversation Intelligence
is the Key
Sales managers need a way to increase rep productivity from day
one, while decreasing the demands on their time.
Conversation intelligence empowers reps to take the right action in

the moment. No more worrying if your reps can answer questions
with right messaging. Modern technology has the power to
transcribe an entire call in real time, as well as understand the
context of what’s being said. It surfaces the right information at the
right time.
Remember studying for tests as a teen? You’d drill yourself using

dozens of flashcards. Conversation intelligence works in a similar
way — but even better. When a customer asks a question, a
flashcard with the important information pops up. The answer
is right there the moment your rep needs it. They don’t have to
commit the messaging to memory.
You have assurance all around. Managers feel confident sending

new reps out and spend less time hand holding. Sellers have the
answers they need to move deals forward. And the buyer is happy
and feels educated.
Take a look at some common sales scenarios to get a feel for

conversation intelligence in action...

Scenario:
How to Handle Losing Sales Momentum
Sales Manager Gabriel works with a new rep on objection handling and product positioning. They have several
one-on-one sessions. Gabriel even connects the new rep with a seasoned rep to practice role playing customer
scenarios.
All these preparation hours add up, and the new rep starts calling on customers. On one call, the buyer asks
a detailed question about product comparison to a competitor. The new rep doesn’t quite remember. He
acknowledges to the customer that he doesn’t have the answer, and he’ll have to get back to them after the call.
Let’s pause here.
What would it look like if he didn’t have the pressure to remember every
piece of information?
With conversation intelligence, AI-driven content pops up in real time so reps can answer questions right when
the customer asks. Artificial intelligence recognizes the words spoken throughout the conversation and surfaces
the relevant talking points sellers need.
That means Gabriel’s rep will instantly see a content card when the prospect asks about the competitor. He feels
confident answering the question in the moment, in a way that positions the company in the best light. The buyer
feels confident the rep knows what they are talking about.
And Gabriel feels confident all his reps have the information they need to maintain momentum and avoid
unnecessary, time-consuming follow ups that slow down the sales cycle.

Scenario:
How to Stop Making Trade-Offs
Sales Manager Sara regularly makes trade-offs. She’s deciding between attending her reps’ calls or listening to
previously recorded calls to coach after the fact.
When she is coaching, Sara often has access to limited information. Her sales reps’ notes in Salesforce, Google
docs, and random Slack messages don’t paint the full picture. She has call transcripts, but culling through it takes a
monumental amount of time.
She’s expected to use data to inform coaching and decision-making — yet there are often issues with data quality
because of her reps’ manual efforts to document comprehensive information.
Take two. Cue the special effects. Now, imagine this scenario, but this time
Sara has conversation intelligence.
When Sara joins a rep’s call, she collaborates live with her rep by sharing notes, bookmarking conversations, and
providing feedback directly in real time.
If she can’t make the call live, Sara doesn’t worry. She can look at call analytics to understand how much each
participant spoke during the call. With that information in hand, she can help make sure her rep is guiding the
conversation and actively listening to the customer.
Instead of reading the entire call transcript after the fact, Sara can search the recording logs for phrases, content,
or other key meeting information to help with deal coaching. She can still use notes and bookmark conversations
to coach her rep on objection handling or messaging by sharing specific examples from the meeting.

Scenario:
How to Maintain Message Consistency
Sales Manager Liz worked with her enablement team to hold a training session around new product messaging.
Her team is growing fast, and they just onboarded 10 new reps. They missed the initial product training but have a
recording of the session to listen to on their own time.
A couple months later, the new reps start prospecting, taking customer calls, and working deals. As Liz listens in
on calls, it’s clear that each rep is communicating the messaging differently — and only a few articulate the value
proposition well.
She wonders whether she should spend more time one-on-one with certain reps or set up another session with the
enablement team.
Here’s what this scenario would look like with conversation intelligence…
Liz still works with her enablement team to hold regular training sessions, but she never has to worry if her reps
have the right messaging or are speaking the right language. Why? Because conversation intelligence enables
real-time coaching, immediately pushing key information to reps when it matters most — during the sales call.
Liz also has the ability to accurately capture notes and action items in real time, so she can provide intelligent
guidance before, during, and after the meeting. She can share key wins, trends, and snippets immediately
with both new and long-time reps so they have the most up-to-date competitive positioning and product
information.
And of course, the enablement team can update content cards with critical messaging so it dynamically
surfaces in the moment. Reps are now always equipped with the most effective information they need to do
their best work.
Real-time Guidance & Enablement at Scale with Honeycomb
Honeycomb quadrupled the size of its sales team. Onboarding new reps became
time-consuming for their managers.
“We hold lots of enablement sessions, but not everyone is able to be in every
session. Content cards allow our product marketing team to push out content
directly to the reps. With content cards surfacing the latest and greatest
messaging, contextually in the moment, even the reps that didn’t attend the
sessions have what they need. It’s like having a live enablement session
with you on every call.”
– Michael Wilde | Senior Account Executive, Honeycomb

We’ve reimagined
conversation intelligence
with Outreach Kaia.
See what it can do for you today!
REQUEST A DEMO TODAY

About Outreach
Outreach is the largest and fastest-growing sales engagement platform that helps companies dramatically increase productivity and drive
smarter, more insightful engagement with their customers. The only sales engagement platform to make the Forbes Cloud 100, Outreach
was also the fastest-growing Sales Engagement Platform on the Deloitte Technology Fast 500. More than 4,600 companies such as Adobe,
Tableau, Okta, Splunk, DocuSign, and SAP depend on Outreach’s enterprise-scale, unparalleled customer adoption, and robust AI-powered
innovation. Outreach is a privately held company based in Seattle, Washington.
To learn more, please visit www.outreach.io.
*Schultz, Mike. “Sales Rep Onboarding: How Long Does It Really Take?”, RAIN Group,
rainsalestraining.com/blog/sales-rep-onboarding-how-long-does-it-really-take

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LEADERSHIP GUIDE

The Sales Manager’s Guide

New sales reps require*

The Sales Manager’s Guide to Better Rep Onboarding | 2

Conversation intelligence empowers reps to take the right action in

Remember studying for tests as a teen? You’d drill yourself using

You have assurance all around. Managers feel confident sending

Take a look at some common sales scenarios to get a feel for

The Sales Manager’s Guide to Better Rep Onboarding | 3

Let’s pause here.

The Sales Manager’s Guide to Better Rep Onboarding | 4

The Sales Manager’s Guide to Better Rep Onboarding | 5

The Sales Manager’s Guide to Better Rep Onboarding | 7

REQUEST A DEMO TODAY

The Sales Manager’s Guide to Better Rep Onboarding | 8

To learn more, please visit www.outreach.io.

The Sales Manager’s Guide to Better Rep Onboarding | 9

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