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Profitablity
FREE Guide! 10 Keys to Sales Onboarding Success

Sales onboarding can have a magical impact on both the top and bottom line of your company. Learn the ten keys to success.

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Salesperson Profitability Calculator

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Results
Case Study

Read how The Revenue Accelerator impacted a client’s business.

River Cats Onboarding
cats The Sacramento River Cats are the Triple-A Minor League baseball team for the Oakland A’s. Affiliated baseball teams, like the River Cats, have no say over their product – the team – as the players are directly contracted with the Major League organization. Thus, teams in Minor League baseball are really sales and marketing businesses rather than sports ones.

A significant challenge that these teams face is the short tenure of the ticket salespeople due to the earnings-level of the positions. Top producers earn approximately $50,000 per year which leads to these being high-turnover sales positions. Ticket sales roles are most often jobs, not careers.

These outside salespeople sell various ticket products to assigned markets like corporations, non-profit organizations and schools. Each product and market has unique nuances that must be mastered by salespeople to sell successfully.

Prior to the 2012 season, the River Cats’ executive team identified ticket sales onboarding as a key corporate initiative. At that time, there was only a rudimentary program in place to get new salespeople up to speed. When polled, the current salespeople shared that it took over a year to feel comfortable selling in their respective roles. Given the tenure expectation, high turnover rate and the required performance level of ticket salespeople to achieve revenue targets, the one-year comfort timeline was troublesome.

A sales onboarding engagement was launched using The Revenue Accelerator® with the goals of reducing ramp-up time and increasing revenue contribution from the ticket salespeople. A focused, three-week onboarding program was created using The Revenue Accelerator that concluded with a proficiency exam.

Midway through the 2012 season, the River Cats executive team described the salespeople as “the best sales team we’ve ever had.” While that was the perception, the reality was that this was still the same level of talent that had been hired in the past. The only significant change was how the River Cats prepared the salespeople to sell.

River Cats General Manager, Jeff Savage said, “The 2012 season was the best ticket sales season in the last several years. For some of our product lines, this was the best season in the history of our team! Much of that success can be attributed to how we handled the new salespeople we onboarded and used The Revenue Accelerator to prepare them for their sales roles.”

Sales Onboarding and Enablement
For Your Sales Force

Think you just hired a great salesperson? You didn't. You hired a salesperson with the potential to be great on your sales team. That potential is only achieved when a structured onboarding program is in place.Sales onboarding isn't just about filling out forms. It is the bridge connecting the salesperson's skills with proficiency in the sales role for your company. Onboarding helps your new salesperson produce revenue fast and at a high level. What executive isn't looking for more revenue faster from their salespeople?

 

Truth is, companies don't hire salespeople. They make an investment in revenue. The Revenue Accelerator® protects that investment and ensures it yields a high return

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Thought Leadership

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Love your sales process, Like your salespeople

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Differentiate yourself by solving the problems your buyers face rather than trying to differentiate commodities.

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The needs analysis questions salespeople must ask prospects

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Do you need The Revenue Accelerator®?
You do if…

  • Your salespeople take an eternity to get up to speed.
  • You have a high failure rate when you hire salespeople.
  • Your salespeople don't achieve the potential that you saw in them during the interview process.
  • Your salespeople can sell some of what your company offers, but not the full solution.
  • You want to ensure your company receives a fast return the on investment made when hiring salespeople.
If any of these sound like your sales team, The Revenue Accelerator® sales learning
management system isn't a nice to have… It's a must-have!

Revenue Accelerator, Inc.

The Revenue Accelerator helps you build a world-class sales force through onboarding development and sales enablement.

Thought Leadership

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