Onboarding new account executives is an important process for any company to ensure their success. However, it can be a daunting task if not done correctly. With the right approach and proper planning, organizations can create an effective onboarding experience that sets new hires up for success from day one. After hiring the right person, getting the onboarding process right is an essential part of building a successful sales team. This article will cover the major points of the account executive onboarding process, from defining realistic goals to measuring success.

What is an Account Executive?

An Account Executive (AE) is a key member of any sales team. They are responsible for developing relationships with potential and existing customers, understanding their needs, and then selling the company's products or services to meet those needs. Account Executives are the closers of your sales team – they must be knowledgeable about the company's offerings, have excellent communication skills and be able to think on their feet. They also need to demonstrate leadership, creativity and problem-solving qualities so that they can effectively manage customer accounts and ensure customer satisfaction. As an Account Executive, it is essential to stay up-to-date on industry trends and advancements in order to provide the best possible advice to customers in order to drive sales growth.

Why Is Onboarding So Important?

While you’ve already taken the first step by recruiting a great employee, those first few weeks and months are crucial. Focusing on your new team members during this time ensures new employees are up to speed and integrated into the team quickly, and helps set good habits early on. Onboarding can help develop a culture where everyone is informed of company policies, processes, products and services. 

This time also provides a great opportunity for senior staff members to assess the skills of new account executives so that they can best contribute to the team. It also sets the tone for future success by creating an environment of trust between management and employees. A defined onboarding process allows organizations to make sure that everyone on the team is up-to-date on industry trends and advancements in order to provide the best possible advice to customers in order to drive sales growth. 

Defining the Onboarding Process

Having a clear and defined process for getting your new account executives up to speed is essential. The onboarding process should provide an overview of the company’s expectations, culture, processes and policies, as well as training on products and services. Additionally, it should outline the roles and responsibilities of each team member so that everyone is on the same page. 

It is also important to establish communication protocols between managers and employees so that there are no misunderstandings regarding expectations or deadlines. Make sure to set up a system for providing feedback and recognition in order to ensure team members feel supported and valued throughout their onboarding journey. 

Establishing Realistic Goals

Setting realistic goals is an important part of onboarding account executives. When setting goals, it’s important to be mindful of the current market and competition, as well as the specific objectives of the position. It’s also important to consider what resources are available to the account executive in order to meet those goals. Goals should be achievable and measurable so that progress can be tracked and feedback provided accordingly – it’s also important to keep goals achievable because it helps boost morale and motivation. 

For example, if a goal is to increase sales by 10%, establish a timeline for when that goal should be met and which metrics will determine success or failure. By establishing realistic goals from the start, you can help your new account executives feel supported in their role and have a clear understanding of what is expected of them.

Developing a Training Plan

You should have a repeatable training plan in place before you begin onboarding your new account executive. A good training plan should cover the basics of the role, such as sales tactics and customer service, while also introducing them to any specific tools or technologies that they'll need to use. Additionally, it's important to provide training on the company culture, values and processes. Training should be tailored to individual needs based on their experience and skill level, allowing them to quickly become comfortable in their new position. Remember, this time is all about integrating your new employee and making sure they understand how their efforts fit into the team’s goals.

Assembling Training Modules and Programs

Building the right training modules and programs for account executives can be a challenge. It's important to ensure that the training is comprehensive, engaging, and effective. Research the industry and the company's business objectives to understand what skills are needed. This will help determine which modules should be included in the training program. 

Training content should be tailored to each individual based on their experience and skill level so that they can quickly become comfortable in their new role. It’s also important to provide support during the implementation of the program so that account executives feel secure in their new position. 

Establishing a Timeline

Establishing a timeline for onboarding helps keep your team and your new employee focused on their goals. The timeline should be based on the length of the training program, as well as any additional activities such as meetings with team members and other stakeholders. It's important to set realistic expectations for the onboarding process, so that account executives can plan accordingly. Additionally, it's helpful to create milestones or checkpoints throughout the process so that progress can be tracked and adjustments can be made if needed. Be sure to provide support during onboarding to ensure success – and make sure that support is clearly available when your new recruit needs it. 

Crafting an Onboarding Checklist

Crafting an onboarding checklist is a great way to ensure that your new account executives are prepared to work independently. An effective onboarding checklist should include tasks related to training, introductions, and expectations. 

Training should include both technical and cultural topics; make sure you provide ample time for each area of focus. Introductions should be made with key team members or stakeholders so that relationships can begin to form. Finally, it's important to set expectations for the role so that everyone involved knows what is expected of them. 

Assigning Mentors or Coaches to New Hires

Assigning a mentor or coach to new hires is a great way to ensure they receive the best onboarding possible. Having an experienced mentor by their side can help them learn the ropes quickly and make sure they understand the job requirements in detail. A mentor or coach can also provide invaluable feedback and advice that helps new hires develop their skills, build relationships, and get up to speed with the company culture faster. The best mentors are those who have been with the company for a long time and have a deep understanding of how things work. This way, they can guide new hires through any situation and help them become successful in their roles.

Implementing the Onboarding Process

Onboarding can be an intimidating process for new hires, but with the right tools and processes in place, it doesn't have to be. Implementing an effective onboarding process will help ensure new hires are given the resources they need to succeed in their roles. 

This starts with creating a comprehensive onboarding plan that outlines all the steps of the process and clearly communicates expectations for each stage. It also involves providing new hires with access to relevant materials, such as job descriptions, company policies, and employee handbooks. Finally, make sure you're available throughout the onboarding process to answer any questions or address any issues that may arise. 

Introducing Foundational Sales Skills

Introducing foundational sales skills is an essential part of onboarding for any new account executive. It’s important to provide a comprehensive overview of the fundamentals, such as how to identify customer needs, build relationships with prospects, and close deals. Additionally, it’s helpful to cover best practices for effective communication, including active listening and powerful storytelling. Finally, don’t forget to emphasize the importance of prospecting and how to use available resources to their fullest potential. During the onboarding process, your new account executive should gain a deep knowledge of your sales process. If your sales process isn’t as defined as it should be, re-evaluate it before you begin onboarding.

Teaching Sales Strategies and Processes

Once new account executives have a solid understanding of the foundational sales skills, it's time to start teaching them processes and strategies. It’s important to show them how to create a pipeline of prospects, move deals through the process, and keep track of customer information. 

Additionally, help them understand the value of using an opportunity management system or CRM software to manage their accounts. Finally, provide guidance on essential sales tactics such as negotiating prices and creating compelling presentations. With these effective strategies and processes in place, new account executives will be able to hit the ground running!

Setting Up Customer Accounts

After new account executives are onboarded, they must be trained on setting up customer accounts. This is a crucial step in the sales process, as it allows account executives to track and manage each customer’s information. To get started, help them understand the basics of customer onboarding—including how to create logins and access levels—and provide resources for understanding any specific processes or protocols unique to your company. After that, show them how to set up customer profiles, input contact information, assign tasks, and any other key functions necessary for managing their accounts. 

Providing Professional Development Opportunities

At your company, it’s important to provide account executives with professional development opportunities. Professional growth is essential for maintaining a positive and productive work environment, as well as keeping employees engaged and motivated. Furthermore, it helps improve team morale and increases job satisfaction.

One way to provide these opportunities is by offering an annual training budget for each account executive. This budget can be used to attend conferences or seminars related to their field, take online courses, or participate in any other type of learning activity beneficial to their career. Additionally, you could offer incentives such as additional vacation time or bonuses for completing certain training programs.

Optimizing the Onboarding Experience

To make onboarding more efficient, start by creating a comprehensive onboarding plan that outlines the key steps necessary for success. Make sure to include activities such as orientation sessions with HR, introductions to team members, hands-on training exercises, and knowledge assessments. Additionally, consider offering virtual onboarding options to accommodate remote workers or those who may need more flexible options.

Finally, don’t forget to check in regularly with new hires during the first few weeks of employment. This will help you identify any areas where additional support or guidance may be needed and provide a great opportunity for feedback on how your onboarding process can be improved in the future.

Improving Communication

Communication between sales leaders, managers, reps and trainers needs to be smooth for fostering a successful and productive sales environment. To ensure everyone is on the same page, it's important to establish clear communication channels that are easy to use and accessible for all team members.

Consider using a virtual meeting platform such as Skype or Zoom to facilitate regular check-ins between sales leaders, managers and reps. This will help ensure that everyone is always up-to-date with any new developments in the company or changes in policy. Additionally, providing team members with access to an online chat forum can be a great way of encouraging ongoing conversations and collaboration between team members.

Emphasizing Team Building and Collaboration

Team building and collaboration are essential components of a successful sales team. By encouraging team members to work together and build relationships, you can create an environment where everyone feels comfortable expressing their ideas and opinions. This helps foster trust between team members, which in turn leads to better communication, problem-solving, and decision-making.

One great way to emphasize team building and collaboration is through activities such as virtual happy hours or group challenges. These activities can be used to break the ice between new hires or simply help existing employees get to know each other better. Additionally, providing opportunities for your sales reps to shadow one another or join in on calls with more experienced reps can also help them learn from each other and develop a greater sense of camaraderie within the team.

Analyzing Data to Improve Training Sessions

Analyzing data is an important part of any account executive onboarding process. By collecting and analyzing data from past training sessions, you can identify where your reps are struggling and adapt the training accordingly. This not only allows you to create more effective training programs, but also helps sales reps better understand what they need to do in order to succeed in their role.

As an example, if your sales reps are having difficulty understanding a particular concept or product feature, you can use data identify which areas they need help with most. From there, you can tailor the onboarding materials to provide them with more in-depth information on that topic. You can also use this data to adjust the length and format of your training programs so that they’re more effective for the audience.

Measuring Success of the Onboarding Process

Once an account executive onboarding process is complete, it’s important to measure its success. After all, if you don’t track how well the new hires are doing once they start, how can you know if the program was effective? Fortunately, there are plenty of ways to measure success.

One of the most common metrics used to evaluate onboarding success is employee retention. If a sales rep stays with your company for a certain period of time after their onboarding process is complete, then this indicates that your training program was successful in helping them adapt and thrive in their role. You can also use metrics like sales performance or customer satisfaction surveys to gauge how well new hires are doing in their roles.

Finally, feedback from new hires is an invaluable source of data when it comes to assessing the effectiveness of an onboarding program. This could involve conducting interviews or surveys with newly hired reps to find out what areas they found challenging and which elements of the training resonated with them most. 

Feedback During Onboarding

It’s important to evaluate employee performance and provide feedback during the onboarding period. This helps ensure that new hires are settling into their roles quickly and efficiently, while also allowing employers to assess how well they are doing in terms of understanding the company culture and expectations.

The best way to evaluate performance is through regular check-ins with employees throughout their onboarding period. This gives employers an opportunity to ask questions about their progress, review any potential areas for improvement, and provide helpful feedback. Additionally, employers should make sure that these check-ins take place in a comfortable setting so that employees feel like they can open up about their experiences without fear of judgment or criticism.

Have A Clear Onboarding Plan

The onboarding process is a critical time for your new account executive and the team. You’ll be getting to know each other, creating an action plan for improvement, and integrating your new hire into the team. Because this process is so important, having a plan can help you. 

Fortunately, we’ve put together this helpful account executive onboarding guide. This guide will lead you through the stages of onboarding a new account executive and keep you focused on the right goals. To track your progress, pair the guide with our checklist to help you make sure all the right boxes are checked and that your new employee is getting the support they need.

‍

{{download-all}}