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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Catalyst Sale Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Jul 25, 2017

Guest - Ira Bernstein - Founder, Rampt Consulting

Ira Bernstein joins us on the Catalyst Sale Podcast this week to discuss onboarding - what works, where to start, common errors, and how to reduce risk.  Mike and I also share our experience with companies we have worked for and with, while Ira fills in the blanks and shares his expertise.

Organizations who onboard effectively, establish outcomes, create a plan, execute, and look at learning as on an ongoing experience.  It doesn't need to happen in 2 weeks, what if it happens over a 2 month period?  

Perspective is critical - start first with where you want the employee to be.

Questions we address

  • What's the purpose of assessment in the onboarding process?
  • How do you test for desired behavior?
  • What about manager accountability?
  • Where does onboarding fit?
  • Is there value in the designer “carrying a bag”?

Key Takeaways

  • When considering building your onboarding program - design with an expected set of outcomes.
  • Determine if knowledge transfer is occurring - set tests to validate assumptions.
  • Beware of jargon, and focus on what you want them to learn.  As an example - How often do you want them to use the acronyms in their engagement with the customer base?
  • Simplifying the onboarding process - can have a positive impact.

Thank you for sharing this episode.  If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app.

Show Links

Rampt Consulting

Ira's LinkedIn Profile

Blog Post - https://ramptconsulting.com/4-signs-your-sales-onboarding-program-is-broken/

Blog Post - https://ramptconsulting.com/youre-limiting-hiring-pool-dont-even-know/

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Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  

If you have questions about the Catalyst Sale approach, how we help organizations validate and identify product market fit and break through plateaus, you can reach us at hello@catalystsale.com

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