How to Solve Inconsistent Sales Onboarding Processes

Inconsistent sales onboarding processes create confusion, mistakes, and disengagement for new hires. A lack of standardization results in different experiences for each team member, hindering the adoption of best practices and quick ramp-up.

This costly problem hurts productivity, extends ramp time, and creates a poor employee experience. AI workflows offer a solution to streamline onboarding and equip new hires with the insights and guidance they need to succeed from day one.

How to Standardize Sales Onboarding with AI

Inconsistent onboarding processes across sales teams lead to an inefficient and frustrating experience for new hires, ultimately slowing down GTM Velocity. Two key AI workflows standardize and streamline sales onboarding:

• Contact Research Workflow (part of Prospecting Cockpit and ABM packages)
• AI Strategy Workflow (part of Deal Coaching package)

A GTM AI Platform employs these workflows together, enabling sales leaders to quickly bring new hires up to speed with consistent, comprehensive information. This approach unlocks faster ramp times, better sales productivity and a superior onboarding experience.

1. Contact Research Workflow

The Contact Research workflow delivers deep insights into key prospects so new sales hires quickly understand who they are and how to best engage them.

Inputs Needed:

• LinkedIn URLs of key prospects the new hire will be contacting

What the Workflow Does:

• Generates a comprehensive profile of each prospect, including their job history, skills, hobbies, interests, and LinkedIn activity
• Infers the prospect's likely responsibilities and top use cases relevant to them
• Outputs this information in a structured format for the new hire to reference

This workflow equips new sales hires with a 360-degree view of their top prospects. They understand each contact's background, infer their probable pain points, and develop ideas for personalized outreach - all without manual research.

Example in Action: A manager onboards a new sales hire by running the Contact Research workflow on a selection of key prospects the new hire will engage. This action instantly arms the new rep with detailed background on each prospect's identity, probable pain points, and ideas for personalized outreach. The new hire starts with the right context on their prospects from day one.

2. AI Strategy Workflow

The AI Strategy workflow analyzes sales call transcripts to provide deal-specific guidance on how to move opportunities forward.

Inputs Needed:

• Transcripts from the new sales hire's initial sales calls

What the Workflow Does:

• Analyzes each call transcript to infer strategies and next steps for closing the deal
• Identifies key information like the buyer's decision process, additional stakeholders needed, procurement requirements, etc.
• Generates clear, AI-driven recommendations on how to proceed with each deal, tailored to the rep's specific sales objectives and metrics

New hires receive objective, actionable guidance on managing their deals from this always-on sales coach. It highlights gaps in their approach, aligns suggestions to the buyer's process, and offers proven strategies to deploy.

Example in Action: A new sales hire's manager runs the AI Strategy workflow on transcripts from the new hire's first few sales calls. This action provides objective, AI-powered guidance on how to advance each specific deal they are working. The AI pinpoints gaps in the new hire's approach, aligns suggested next steps to the buyer's process, and offers proven deal strategies to deploy. The new rep receives instant feedback to optimize their deal management.

Putting Them Together

The Contact Research and AI Strategy workflows combine to provide an unbeatable onboarding experience:

• New sales hires access comprehensive insights on key prospects they are assigned to
• They receive clear, actionable AI guidance on how to manage each deal based on analysis of their initial calls
• Onboarding becomes efficient and consistent, with standardized processes powered by AI
• New reps ramp faster and are set up for success from the start

A GTM AI strategy with these workflows eliminates the inefficiencies and inconsistencies that plague typical sales onboarding. Teams finally overcome the GTM Bloat that hinders productivity and slows growth.

Why Copilots Aren't Sufficient

AI copilots like ChatGPT help with general writing tasks, but fall short in enabling this level of standardized, AI-powered onboarding. Copilots:

• Cannot analyze contact and deal-specific data to generate actionable insights
• Fail to align guidance to a company's unique sales processes, playbooks and winning strategies
• Place the burden on each rep to know what/how to prompt the AI for help
• Create one-off, inconsistent experiences vs a standardized onboarding flow

Sales teams need purpose-built AI workflows that integrate with their systems and processes to solve inconsistent onboarding. A comprehensive GTM AI Platform approach is essential.

Looking Ahead

These AI workflows serve as a foundation for sales teams to expand usage and enable:

• Automated battlecard creation for handling competitors and common objections
• AI-generated call scripts and email templates tailored to each prospect
• Proactive deal health monitoring to identify and mitigate risks in the pipeline
• Cohesive upsell/cross-sell recommendations across the entire customer lifecycle

AI-powered core sales workflows make onboarding the starting point for empowering reps with the insights and guidance they need. This foundation of AI-powered enablement prepares sales teams to overachieve their goals and maximize GTM Velocity.

Related Resources

If you found this guide helpful, then you might also be interested in the following resources:

• How AI is Transforming B2B Sales with Morgan J Ingram - Discover how AI is revolutionizing the way B2B sales teams operate and enable their reps for success.
• Maintaining Team Morale and Reducing Turnover in High-Volume SDR Teams - Learn strategies for keeping sales development reps (SDRs) engaged and motivated in fast-paced, high-pressure roles.
• How to Improve Go-to-Market Processes with AI - Explore more ways AI can be applied to enhance and streamline critical GTM processes across the revenue team.

Leveraging AI to power your sales onboarding is just the beginning. With the right AI platform and workflows, you can transform your entire GTM engine to drive unstoppable growth. Book a demo to see how AI can help you maximize rep productivity and revenue impact.