4 Ways HR Can Support Sales Development

Here are four (4) ways HR supports the sales departments.

1. Build A Closer Relationship with Sales (Strategy & Goals)
2. Create a Talent Profile for Hiring
3. Develop A Solid Onboarding Strategy
4. Maintain A Continous Sales Learning Culture

 

1. Build a Closer Relationship with Sales

 

HR is a key support arm for sales development, with that being said the main first step towards effectively supporting the team has to be by understanding what are the overall goals and objectives that is needed for the team to be successful.

2. Create a Hiring Talent Profile

Continuing from the first point, if it’s identified that the company needs to do a talent search it would be wise to have an understanding as to what should that new sales rep look like.

1. Type of sale (Direct, B2B, B2C, Consultative)

2. Industry experience (yes or no)

3. Sales Cycle (How long will it take to close a sale)

4. Commission only, Base Only or Combined (Compensation is a key to attracting the right talent)

5. What skills are required for them to be successful?

6. Who are the customers?

A shortcoming in sales organisations especially with new hires is the lack of proper onboarding. New sales reps or sales managers might be “shown the ropes” or given an orientation within their first week. However, a formal structure that allows new sales reps or managers to really follow a process and learn the business and grow is rare.

HR in conjunction with sales leadership can map out an onboarding process to support new hires within the sales space. This has two benefits:

1. It allows the new hire the ability to learn the company’s culture, business, sales approach, customers, etc. in a very structured way.

2. It increases the success rate of the new hire and lowers the cost of acquisition of the new rep. Without a structure, companies run the risk of spending a lot during probation only to have the person leave beforehand. This means that at least six months of salary has been lost due to not having a structure in onboarding.

3. Because proper onboarding increases the rate of success, it also improves employee retention rate.

 

4. Create a Continous Sales Learning Culture

 

Let’s face it, not all sales reps take the initiative to develop their skills on their own.

Companies, however, cannot afford to take that same laisser faire approach with team development.

How can HR support a continuous learning sales culture?

 

While it's not a perfect science, here are some suggestions:

• Allow employees for self-directed learning.

• Reward employees for learning.

• Make knowledge sharing a habit.

• Set learning goals equally important as performance goals.

• Create a learning culture by developing a growth mindset.

Read: Five Ways To Ensure That Employees Learn Continuously | HRCF