Part I: The Common Baptism by Fire
At Inkwood, we specialize in helping businesses build systematic and high-performing sales teams. We understand that many young professionals experience a baptism by fire when they start their careers in sales. This often involves overwhelming challenges, high expectations, and a steep learning curve.
Unfortunately, this harsh initiation is a symptom of a larger problem: many sales teams lack the proper onboarding and support systems, creating an environment where new hires are set up to struggle from the start. For CEOs and business owners, understanding and addressing these challenges is crucial for improving sales performance, team cohesion, and company culture
The Typical Baptism By Fire
Whether new hires join a bustling sales floor or start remotely, the initial experience in sales can be overwhelming. The environment is typically high-pressure and fast-paced, filled with seasoned salespeople who exude confidence. For newcomers, this atmosphere can be intimidating. The feeling of being an outsider, not yet part of the team, is common. The initial tasks assigned can be daunting, often involving cold calls to potential clients without adequate training or preparation.
The first few calls usually end in rejection. The experience of fumbling through conversations, feeling the pressure to perform, and dealing with the inevitable hang-ups can be disheartening. This trial by fire is a reality for many new sales hires, marking the beginning of their journey in a tough but rewarding profession.
The Harsh Realities of Sales
Despite the rough start, perseverance leads to improvement. With time, new salespeople learn to navigate their roles, book meetings, close deals, and eventually find their footing. However, the initial phase highlights three core challenges that make sales particularly tough:
Not knowing who to call
Not knowing what to say
Sounding like everyone else
These challenges are universal and addressing them is crucial for success in sales. New hires often face these issues head-on, learning through trial and error, but this process can be streamlined with proper support and resources.
Why Sales Often Sucks
The baptism by fire that many new sales hires experience is symptomatic of a broader issue: the lack of structured onboarding, guidance, and coaching. While some individuals manage to figure things out through sheer determination, this approach is neither efficient nor effective. Companies need to provide the necessary tools and support to help their sales teams succeed from the beginning.
Without addressing these fundamental challenges, businesses risk high turnover rates, low morale, and underperformance. A structured approach to onboarding and ongoing support can transform the sales experience, making it more manageable and rewarding for new hires.
The Path Forward
For CEOs and business owners, the goal should be to create an environment where sales teams are set up for success from day one. This involves:
Structured Onboarding: Provide comprehensive training that covers the product, target market, sales techniques, and company culture.
Guidance and Coaching: Implement regular check-ins and mentoring programs to offer support and feedback.
Clear Expectations: Set clear, achievable goals and provide the resources needed to meet them.
Continuous Learning: Encourage a culture of continuous improvement with ongoing training and professional development opportunities.
Wrapping It Up
By recognizing and addressing the core challenges of not knowing who to call, what to say, and how to stand out, companies can help their sales teams thrive.
Proper onboarding, training, and support are essential to turn these initial struggles into opportunities for growth and success.
Stay tuned for Part II of this series where we will cover transforming sales teams and strategies for success
