Aligning with your new employees’ goalsGoal-alignment, the first step in onboarding your ISA, begins before you’ve even made an offer. Throughout your recruitment process, candidates are reviewing your job description and asking probing questions to figure out whether they’re a good fit for your company and the position. Likewise, you might ask candidates in interviews about their career path and how your company might help them achieve their goals. Once you’ve made an offer, it’s important to continue discussing goals with your new sales team member on a regular basis. Confirm what the ISA’s short-term and long-term goals are for their career and find ways to help them meet those goals. This type of alignment is a surefire way to keep your employees happy, productive, and loyal over the long-term. By identifying your employees’ goals and helping them build a plan to achieve those goals, you turn your employees into advocates for you and the company. What types of goals might an ISA share? Here’s a typical career path scenario from Dale Archdekin, founder of Smart Inside Sales.
- What matters most to you?
- What do you like most about your job?
- What do you want to change about your job?
- What do you want to be doing a year from now? Five years from now?
- What do you want to do with your life?
- How can I help you get where you want to go?
The onboarding processOnce you’ve aligned on goals with your ISA, the hands-on training process can begin. Erik Hatch, industry expert and host of the Real Estate ISA Radio podcast, recommends a three-step ISA training for onboarding ISAs. Month 1: You watch me. In this step, the new ISA shadows an experienced ISA (or whichever team member has been handling lead generation) and observes how they handle inbound and outbound leads. Motivate your new ISAs to focus and absorb how each lead nurturing task is done by setting clear expectations:
- Schedule a date to quiz the new ISA on the knowledge that they’ve learned from shadowing.
- Ask your new ISA to act in a role-playing situation where they have to perform the most basic parts of the position, such as cold calling.