Episode OneHundredTwentyFive

Here’s How to Help Your Reps Avoid Onboarding Amnesia

Guest: Kris Hartvigsen, CEO and Founder of Dooly.ai

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About This Episode

Everyone knows that onboarding is like drinking through a firehose. 

But we kind of just accept that’s the way it is.

Well, Kris Hartvigsen, CEO and Founder of Dooly.ai, believes there’s a better way.

He came on the Sales Engagement podcast to tell us about everboarding and how it could help you increase your ramp by months.

Here’s what he had to say.

What’s broken in onboarding

Traditional onboarding is overwhelming

Onboarding is like drinking through a firehose. 

But it’s impossible to absorb everything in that short amount of time. 

So what tends to happen with onboarding is that the information is forgotten faster than it’s remembered.

In fact, there’s a stat out there that says 88% of what you learn in the first 90 days on a new job is forgotten. 

But that’s not the only problem with how we traditionally do onboarding.

Because it’s also non-contextual.

Traditionally, the rep is learning the language of what they sell in a vacuum. 

They’re learning it in a lab environment. 

But that’s far too removed from when they need to leverage that information.

Basically, we’re expecting reps to get on the job and use their muscle memory.

The only problem?

We’re not giving them the chance to build those muscles.

So, what’s the solution?

Everboarding…aka, data snacking

The onboarding experience at the beginning of a new rep’s experience is vital.

So, you can’t get rid of onboarding. 

But the goal of onboarding is usually to help people understand culture, nuance, etc. 

It’s an opportunity for questions, curiosity, and it’s designed to help people accelerate into the corporate narrative. 

But that’s different from the sales narrative. 

So, everboarding is what happens next. 

It’s how you help you reps get acquainted with your specific narrative…and develop the skills they need to thrive in a more contextual, manageable learning environment.

So, what exactly is everboarding?

Well, if onboarding is like a sit-down buffet, everboarding is snacking.

It’s continuous reinforcement of your messaging.

And it’s based on one main idea:

Give your reps a solution when they need it

With onboarding, you’re giving your reps a solution and hoping they remember it when they need it.

With everboarding, you’re giving your reps a solution when they need it.

This has two main benefits. 

One, by breaking information up into snack-sized bites, you’re increasing the chance that your reps actually remember what they’re learning.

And, by offering information to them in a context that is meaningful, you’re increasing the likelihood that they take that messaging to heart and truly apply it.

All in all, everboarding helps to increase your ramp time and give your reps a better shot at success.

This is an interview with Kris Hartvigsen from Dooly.ai. To hear this episode, and many more like it, you can subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.


About The Podcast

The Sales Engagement podcast is the #1 podcast focused on engaging your customers and prospects in the modern sales era. This show features real-life stories and best practices from revenue leaders doing the job day in and day out, in a casual, radio-like talk show.

Each episode features modern tactics, strategies, hacks, and tips to get the most out of your sales engagement strategy and help you navigate the next generation of sales. You’ll find energetic talks that will provide you with real actionable value around building meaningful connections and creating a better selling experience through authentic conversations that you can measure.

The Sales Engagement podcast is here to help B2B sales leaders, customer success leaders, and marketing leaders innovate and usher in the next era of modern sales by building pipeline, up-selling customers, and ultimately generating more revenue with more efficiency.

Hosted by Joe Vignolo, Senior Content Managing Editor at Outreach, and Mark Kosoglow, Vice President of Sales at Outreach.

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