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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.
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.