Hiring, Onboarding & Ramping Salespeople
Professional B2B Sales Frameworks
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About the book
We developed the T.E.A.M. framework after working with hundreds of companies and thousands of salespeople, with the goal of providing a robust framework for organizations to attract, grow, and retain the very best talent. The framework has been proven to drive repeatable growth, hiring rigor, accountability, and professional development in companies large and small.
You'll learn the keys to Talent Acquisition
Develop consistency and leverage best practices for identifying, interviewing, evaluating, scoring and hiring the right people - at the right time. Align your hiring process to your business goals to ensure success.
You'll how to quickly Engage New Hires, not just "ramp"
Convert candidates into producers, quickly getting them up to speed and executing revenue-producing activities, not being bombarded with "product knowledge." Avoid drawn-out bootcamps that lead to information overload, minimal retention, and poor numbers.
You'll how to Accelerate Performance Toward Mastery
Drive continuous improvement around competencies that lead to consistent results. Create opportunities for individuals to achieve mastery in their current role, and develop both strategic and tactical competencies for future positions.
... AND SO MUCH MORE
Meet the Authors
Cory Bray
Cory has built high-performing sales teams in industries that range from manufacturing to technology. He knows what works in practice, not just in theory. He’s a high-value advisor to multiple accelerators, bestselling author, and a dynamic keynote speaker who has spoken all over the world. He thrives on process and making sales accessible, actionable, and scalable to help companies grow.
Hilmon Sorey
Hilmon’s 20-year track record of sales impact ranges from hundreds of startups to companies like Salesforce, Box, and SurveyMonkey. He is trusted by the fastest-growing companies in the world and is recognized worldwide as a bestselling author, as well as an award-winning speaker and trainer. He's passionate about growing individuals, and teams to create successful companies .
Here's what you'll find inside:
- Introduction - Evaluating Your Programs
- Why Start With Talent?
- The Talent Competency Model
- The H.I.R.E. Framework
- Why Engage Not "Onboard"
- Collaborative and Social Rapport
- Engagement Goals
- Offer Letter to First Activity
- Engagement Content
- What is Acceleration
- First Activity to First Deal
- Certifications
- First Deal to Repeat Quota Attainment
- F.I.R.E. Underperformers
- Keys to T.E.A.M. Framework Success