“Recruiting the right person for the right job is good; keeping them is better.”<\/p>\n\n\n\n
What’s behind this common sense?<\/p>\n\n\n\n
First, a matter of cost: recruitment is expensive.<\/em><\/p>\n\n\n\n A successful recruitment that results in a separation within the first year is even more expensive!<\/p>\n\n\n\n The replacement of a failed hire represents between 30% and 400% of his or her annual salary, depending on the job in question (Source: Talent Management & HR).<\/p>\n\n\n\n Second, let’s be positive and look at the short and long-term benefits of successful onboarding.<\/strong><\/em><\/p>\n\n\n\n Benefit n\u00b01: it allows for a quicker start-up.<\/strong><\/p>\n\n\n\n Valued by the reception and support during his first steps in his function, the sales person is put in confidence and he takes more quickly in hand his objectives.<\/p>\n\n\n\n While on average it takes an employee between 6 and 8 months to become operational, successful onboarding can reduce this time to 4 months.<\/p>\n\n\n\n Benefit #2: It promotes retention which naturally benefits your sales.<\/strong><\/p>\n\n\n\n According to a Welcome To The Jungle survey, 45% of sales resignations occur in the first year, whereas 3 years later, 58% of employees who benefited from a good onboarding are still present in the company (Workelo survey).<\/p>\n\n\n\n With a sales force in place for a long time, a lasting commercial relationship is created, based on proximity.<\/p>\n\n\n\n Good customer knowledge, mastery of offers and sales processes promote deployment and up-selling within an account, which can lead to an increase in revenue of 15 to 25%.<\/p>\n\n\n\n Benefit #3: It guarantees high productivity thanks to the happiness of the feeling of belonging.<\/strong><\/p>\n\n\n\n Successful onboarding improves overall team productivity by 70% and the chances of new hires staying by 82%, according to a Glassdor study.<\/p>\n\n\n\n In 2019, an in-depth study on happiness and productivity found that workers are 13% more productive when they are happy. The research was conducted in the contact centers of British telecommunications company BT over a six-month period by Jan-Emmanuel De Neve (Sa\u00efd Business School, University of Oxford), George Ward (MIT) and Clement Bellet (Erasmus University Rotterdam).<\/p>\n\n\n\n Onboarding is therefore part of the implementation of a general policy of sales force engagement with a guaranteed return on investment.<\/p>\n\n\n\n Benefit n\u00b04: it contributes to the increase of the company’s attractiveness.<\/strong><\/p>\n\n\n\n Everything is known and companies that integrate and train their teams on a long-term basis are becoming more and more attractive.<\/p>\n\n\n\n And naturally, they attract the best candidates.<\/p>\n\n\n\n In addition, a well-integrated sales person will be the best ambassador for his or her offer and company<\/p>\n\n\n\n And to top it all off, he will become the first “co-opter” for his next recruitments.<\/p>\n\n\n\n The fifth major benefit of successful onboarding is its influence on the company’s business culture.<\/strong><\/p>\n\n\n\n Everything is linked: a business culture is built around sustainable and concrete practices. It combines know-how, image and values; it radiates beyond the offers and the sector of activity.<\/p>\n\n\n\n Some companies have become reference sales schools, such as Rank-Xerox, Procter & Gamble, IBM, Foncia, to such an extent that the salespeople from their ranks recognize themselves, thus spreading their culture beyond their own company.<\/p>\n\n\n\n So how do you ensure a successful integration?<\/p>\n\n\n\n How to set up the “preboarding” of the “onboarding”?<\/strong><\/p>\n\n\n\n At Halifax Consulting, we believe that artificial intelligence and technology are the future of successful onboarding.<\/p>\n\n\n\n Our Montreal partner, Atmanco, a specialist in psychometrics, has been working for 20 years on the integration of sales teams by measuring the fit between :<\/p>\n\n\n\n -a profile and a profession: jobfit with a success rate of 80%.<\/p>\n\n\n\n -A profile and a team: the teamfit with 70% improvement of the collective synergy.<\/p>\n\n\n\n -A corporate profile and culture: the Fit culture with a compatibility rate of 84%.<\/p>\n\n\n\n – Automated coaching routines, especially for onboarding.<\/p>\n\n\n\n The improvement results on onboarding and recruiting are amazing.<\/p>\n\n\n\n