HARDISON’S TIPS – AUGUST 19, 2021 – Help Salespeople Get and Stay on Track (PT.1)

HARDISON’S TIPS – AUGUST 19, 2021 – Help Salespeople Get and Stay on Track (PT.1)

“All ABOARD!” Hearing those words instantly conjures up visions of train conductors checking their pocket watches while late arrivals to the station jump on the train. In a perfect world, each new journey would be so simple – we’re asked to come aboard, our destination is known, and few obstacles can derail our arrival. But for a salesperson joining a new company, too often the invitation to come aboard is where the certainty ends; the path to the destination (sales success) is murky and detours can be many. Of course, it doesn’t have to be this way. Even small to medium-sized companies can help their new salesperson travel a clear path to success – if they have laid the necessary tracks during a process called onboarding.

What IS onboarding? How can it benefit the organization and the salesperson? And how is a successful onboarding program implemented? Let’s take a closer look:

Onboarding is a Process

Some smaller businesses do little, if any onboarding. Others treat onboarding as if it is an event or a short-term orientation. At its core, however, onboarding is the process through which a new employee – in this case a new salesperson – gets “up to speed” by gaining necessary information and insights and becoming proficient with the tools and methods necessary for success in the organization.

Onboarding is not – or at least shouldn’t be – a haphazard series of missteps and lessons learned “the hard way”. In any successful organization there will emerge over time (and through the efforts of knowledgeable and talented leaders), traits and practices that have proven successful. Onboarding is taking these proven elements and systematically making them available to new staff members.

How Can Onboarding Benefit the Company and the Salesperson?

Why is onboarding so critical? After all, won’t truly talented salespeople learn by observing and doing, eventually putting their own spin on what it takes to succeed? Perhaps, but not without a lot of unnecessary detours and backtracking.

Many sales managers interview the potential sales person and don’t let anyone else at the business be part of the interview process. So the person makes the decision to change careers at come to your company and now they are waiting for you to give them what they need to be successful and you don’t do one on ones on a daily basis or manager by walking around and you wonder why they leave in less than 90 days.

From his success on the sales floor of an automotive dealership  to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer.  Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.

Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.

Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit


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