Imagine if a football coach brought a new player onto their team, handed them a playbook, and told them, “Read this and be ready to run all of these plays for our next game, and by the way, the game is tomorrow.” Is this new player set up for success?
Probably not. It’s crazy to expect any player could learn the entire playbook, along with the skills they need to execute the plays, without some solid practice. And yet, this is more or less the approach to onboarding new salespeople in many companies.
Most companies know what they want a new salesperson to learn, but unfortunately, they haven’t put any thought into how the learning will be structured to ensure success.