Source of Image: the Internet – Inside Sales Team

From the perspective of a seasoned Vietnamese headhunter with a decade of experience, the essential onboarding steps for newly recruited sales personnel encompass the following key facets:

1. Comprehensive Product and Service Training: It is imperative to ensure that incoming sales hires acquire a profound comprehension of the products or services they will be representing. This entails a thorough understanding of the offerings’ features, benefits, and distinctive selling propositions. 

2. Sales Process and Techniques Training: Providing comprehensive instruction on the sales process, negotiation techniques, objection handling, and closing strategies tailored to the organisation’s sales environment and the nuances of the Vietnamese market.

3. Market Understanding: Equipping new sales hires with knowledge about the Vietnamese market, including its cultural subtleties, customer behaviours, and prevailing industry trends, to enable them to effectively tailor their sales approach.

4. Technological Proficiency: Familiarising new sales hires with the technology tools and CRM systems utilised for sales management and reporting purposes.

5. Mentorship and Shadowing: Pairing new sales hires with seasoned sales professionals to serve as mentors and provide invaluable insights into the company’s sales practices and strategies.

6. Clarity in Performance Expectations: Clearly articulating performance expectations, sales targets, and essential key performance indicators to align the efforts of new sales hires with the organisational objectives.

7. Role-Playing and Practical Exercises: Providing opportunities for new sales hires to engage in role-plays and practical scenarios to refine their sales aptitude within a simulated environment.

8. Access to Resources and Support: Ensuring that new sales hires have access to pertinent resources such as marketing collateral, sales support materials, and customer case studies to bolster their sales endeavours.

9. Facilitating Interdepartmental Relationships: Encouraging new sales hires to forge connections with internal teams such as marketing, customer support, and product development to cultivate a collaborative approach to sales.

10. Continuous Feedback and Evaluation: Instituting a system for regular feedback and performance evaluations to underpin the professional development of new sales hires and proactively address any areas necessitating improvement.

Source of Image: the Internet – Sales Leader vs. Sales Manager

These meticulously planned onboarding steps serve to facilitate the successful acclimatisation of new sales hires in Vietnam, enabling them to comprehend the market dynamics and make substantial contributions towards the organisation’s sales objectives.

By VINH PHAN, Practice Leader of Executive Search & Board Services

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