Shortening salesperson onboarding from 14 days to 34 hours
We created a concrete script and knowledge base that eliminates unnecessary questions. New employees start selling independently on the second day.
In a trading company from Olsztyn, new people used to learn the trade for a full two weeks. During that time, they only listened to older colleagues, not generating a single zloty of margin. We changed this into a concrete process that shortens this time to less than two business days.
The challenge
The owner of Bud-Max was counting concrete losses. Each new employee cost him 5,430 PLN in basic salary alone before they even made the first call to a customer. Additionally, the sales manager spent 12.5 hours a week explaining the same principles over and over. The training system was outdated, based on shadowing others, and duplicated the mistakes of the senior staff. For 14 days, a novice was only a cost and a burden to the team.
Our approach
We checked facts in the field. We listened to 37 recorded conversations and caught 19 common novice errors that were killing sales at the start. Instead of thick binders, we created a list of concrete situations. We focused on what actually closes a transaction in this industry. Market Accelerator discarded theoretical communication models in favor of hard price and technical arguments.
The solution
We implemented a knowledge base with 42 ready-made conversation scenarios and a quick test system. A new employee now goes through 3 intensive learning phases within exactly 34 hours. On the afternoon of the second day, they already make their first 5 calls under supervision, using the prepared script. We eliminated unnecessary integration meetings and focused on making the path from idea to the first invoice as short as possible.
Results
New salespeople reach full operational efficiency 74.3% faster. The manager regained 11 hours every week that they previously wasted repeating the same instructions.
Timeline
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September 2024Audit of recordings and analysis of 37 sales conversations
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October 2024Development of a base of 42 scenarios and knowledge tests
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November 2024Trial implementation with 3 new employees and script correction
"Initially, I didn't believe that you could teach someone our specifics in two days. It turned out that people need specifics, not stories about a mission. The margin started adding up much faster."