Summary

Taylor Corr shares insights on building successful seller onboarding programs, setting high standards for sellers, and having clear benchmarks for team members. He emphasizes the importance of creating a specific and concrete onboarding program that removes guesswork for reps and provides structure and certainty. Taylor also highlights the need to focus on the ideal customer profile (ICP) and persona during onboarding, rather than just the product. He discusses the importance of a bias towards action and getting reps involved in the sales cycle early on. Taylor emphasizes the need for accountability and holding sellers to high standards, as well as the balance between being supportive and maintaining high performance standards. He also discusses the importance of coaching the coaches and helping frontline managers develop their coaching skills.

Take Aways

1. Create a specific and concrete onboarding program with clear benchmarks to provide structure and certainty for reps.
2. Focus on the ICP and persona during onboarding, rather than just the product.
3. Have a bias towards action and get reps involved in the sales cycle early on for valuable learning experiences.
4. Hold sellers to high standards and provide a supportive environment for them to excel.
5. Balance being supportive with maintaining high performance standards.
6. Coach the coaches and help frontline managers develop their coaching skills.

Learn More: https://www.yardstick.team/

Connect with Lucas Price: linkedin.com/in/lucasprice1

Connect with Dr. Jim: linkedin.com/in/drjimk

Mentioned in this episode:

BEST Intro

BEST Outro