Today’s show will demonstrate how to improve the efficiency of a sales team by getting new hires productive quickly. Dave begins the interview by providing three key steps to fill open sales positions, and shrink the time from open position to day one. The rest of the interview is focused on quickly moving from day one to productivity. To help you follow along, download our 10th annual workbook, How to Make Your Number in 2017 and turn to sourcing and onboarding on pages 290 – 292.
Joining us today is Dave Wirta, the Chief Revenue Officer of Greenway Health with 1,800 employees. Supporting 75,000 providers and 8,000 individual practices, Greenway Health is helping to transform how healthcare is delivered by providing technology solutions. Greenway helps physicians and staff focus on delivering healthcare to their patients and not worry about technology and the business side of the equation. Listen as Dave helps his peers by demonstrating how to improve the efficiency of a sales team by getting new hires productive quickly.
Dave’s time to fill an open positions is only 30 and 90 days. That’s an outstanding number considering the competitive market Dave operates within. A big part of the success in recruiting occurs during the interview process when the career path is described. Candidates can visualize what success may look like for them, how they will get there and where that leads them. Being able to speak about a a concrete career path shrinks the recruiting time because the candidates get excited. Listen as Dave describes in detail this concept of developing and articulating career paths.
Why this topic? Starting a new year typically involves onboarding new sales hires. A long new hire productivity cycle can lead to a missed revenue target, and we don’t want that. There is a way to do this, and when done correctly, this can ignite revenue growth.
In the first segment of the show, watch as Dave responds to these three questions:
- How long does it take you to fill an open sales position and what have you done to shrink this?
- How long does it take for a new sales hire to reach full productivity and what have you done to shrink this?
- How do you measure new hire time to productivity (time to break even, time to first sale, time to quota etc.)?
Dave shares his expertise on some advanced concepts in the final segment. Outstanding guidance is provided to these questions faced by every sales force:
- How do you ensure the new sales hire fully understands his or her role and responsibilities completely?
- How do you make sure the new hire has clear direction on how to develop his or her career day one on the job?
- How do you make sure the new hire is placed in winning conditions?
The second segment discusses the appropriate level of quota for a sales rep during the onboarding process. Dave also discusses the controversial topic of what to do with quota levels for open positions. The development and ownership of the onboarding program caps off the second segment.
If you would like to spend some time with me on this subject, come see me in Dallas at The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. A visit to The Studio increases the probability of making your number because the sessions are built on the proven strength and stability of SBI, the industry leader in B2B sales and marketing.