The process of onboarding at a new company can be an overwhelming experience for salespeople.
It’s understandable: the pressure to meet quotas, uncertainty about unique sales process, and a lack of product training can be common stressors during this period. Understanding target audiences, managing varied workstyles, and dealing with administrative tasks can further contribute to the stress. These are all made more difficult when there’s a lack of clear objectives and support—or negative feelings from rejection.
The following article outlines the common stressors that salespeople face when adjusting to a new organization—and a few proactive strategies for businesses hoping to mitigate these stressors, reduce the burden and ensure a smooth transition for new hires.
We’ve taken our insights below from leading recruiters like Sales Talent Agency, who know exactly how onboarding processes work best.
Quotas and Uncertainty vs. Clear Expectations and Mentorship
New sales recruits often experience anxiety due to the pressure of meeting sales quotas and uncertainty about the sales process. Exacting targets and daily quotas can, if not properly managed, lead to demotivation, stress and exhaustion.
To address this, organizations can provide clear expectations and actionable goals. By establishing transparent performance objectives and sales targets, new recruits can gain clarity on what is expected of them, reducing ambiguity and stress.
Additionally, offering mentorship to new sales recruits can help alleviate any pain points along the way. Pairing them with experienced sales professionals (people who can provide guidance and support) can contribute to their confidence and sense of empowerment, ultimately reducing stress levels and enhancing job satisfaction.
Product Training and Understanding Target Audiences
Insufficient product training and a poor understanding of target audiences can lead to significant stress for new sales recruits. According to one study, 26% of sales reps believed their sales training had almost no impact on their performance, and over 25% of companies don’t offer sales onboarding programs, period.
To counter this phenomenon, organizations can provide proactive support and resources such as mental health and resilience training. Educating new hires about stress management techniques and offering access to relevant resources can equip them with the necessary tools to manage stress effectively. Enhancing product training programs and providing in-depth market and audience analysis can also help new sales recruits feel more confident and competent in their roles, reducing stress and anxiety associated with their responsibilities.
Balancing Conversations and Administrative Tasks
Finding a balance between engaging prospects and attending to administrative tasks can be overwhelming for new sales recruits. Struggles with time management and balancing responsibilities are very common (Salesforce reports that most sales people spend under 30% of their working hours actually selling their products or services).
Organizations can promote a better work-life balance instead by encouraging mindfulness practices and dedicated downtime away from work. Providing breaks for mindfulness exercises during the workday can improve focus and reduce stress for new sales recruits. Encouraging dedicated downtime away from work can contribute to their overall well-being and job satisfaction.
By actively promoting and accommodating work-life balance, organizations can create a supportive environment that mitigates stress and enables new sales recruits to perform at their best.
Understanding Stressors and Crafting a Winning Strategy
By understanding these stressors and implementing data-informed strategies, organizations can ensure that new sales recruits feel supported, empowered, and equipped to navigate their roles effectively during the onboarding process. These proactive measures not only reduce stress but also lay the foundation for improved job satisfaction and performance.
Building a culture of support, clear expectations, and well-being during the onboarding process can lead to long-term success and retention of valuable sales talent within organizations.
