Sales Standard Operating Procedure
I. Objective:
The objective of this Sales SOP is to provide a structured guide for new hires to understand the sales process and expectations. It aims to streamline the onboarding and training process for new sales team members, ensuring they are equipped with the knowledge and tools necessary to succeed in their roles.
II. Scope:
This SOP applies to all new sales team members undergoing onboarding and training within the organization. It covers the key aspects of the sales process, including customer engagement, product knowledge, and sales techniques.
III. Responsibilities:
Sales Manager: Responsible for overseeing the onboarding and training process, assigning mentors to new hires, and ensuring compliance with the SOP.
Mentor: Assigned to guide and support new hires during their onboarding and training period, providing assistance and feedback as needed.
New Hire: Responsible for actively participating in the onboarding and training activities outlined in the SOP, seeking clarification and guidance when required.
IV. Procedure:
Pre-Onboarding Preparation:
Sales Manager identifies the need for a new sales team member and initiates the recruitment process.
HR conducts interviews and selects suitable candidates for the sales position.
Sales Manager prepares the onboarding schedule and assigns a mentor to the new hire.
Onboarding Day 1:
New hire receives an orientation session, introducing them to the company culture, policies, and values.
Sales Manager conducts a welcome meeting, outlining the objectives and expectations of the onboarding process.
Mentor is introduced to the new hire, explaining their role and responsibilities.
Sales Process Overview:
New hire receives training on the sales process, including lead generation, prospecting, and closing techniques.
Mentor provides guidance on using CRM tools and other sales software.
Product Knowledge Training:
New hire learns about the company's products or services, their features, benefits, and competitive advantages.
Mentor conducts role-playing exercises to help new hires practice presenting products to customers.
Customer Engagement Training:
Sales Performance Metrics:
New hire is introduced to key performance indicators (KPIs) and how they are measured in the sales role.
Mentor sets realistic performance goals for the new hire to achieve during the onboarding period.
Ongoing Support and Feedback:
Mentor conducts regular check-ins with the new hire to provide feedback on their progress and address any challenges.
Sales Manager reviews the new hire's performance and provides additional support or training as needed.
Evaluation and Certification:
At the end of the onboarding period, new hire undergoes an evaluation to assess their understanding of the sales process and readiness to start selling.
Sales Manager reviews the evaluation results and decides whether the new hire is ready to begin independent sales activities.
V. Conclusion:
This Sales SOP is designed to ensure that new sales team members are equipped with the necessary knowledge and skills to succeed in their roles. By following this structured guide, new hires will have a clear understanding of the sales process and expectations, setting them up for success in their sales careers within the organization.
VI. Approval:
This Sales SOP has been reviewed and approved by:
Name: [Your Name]
Title: [Your Title]
Date: [Date Signed]
VII. Revision History:
Version 1.0 - [Date] - Initial SOP created.
Version 1.1 - [Date] - Updated sections:
Section 3 (Responsibilities): Added clarification on the role of the Mentor.
Section 7 (Ongoing Support and Feedback): Revised the frequency of check-ins from weekly to bi-weekly for more regular feedback.
Section 8 (Evaluation and Certification): Added a step for a final review by the Sales Manager before certification.
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