The Evolution of Onboarding
The biggest opportunity to accelerate seller success and reduce churn.
The field is spending more time figuring out what to do than actually getting down to work.
Legacy
Legacy
Information
A minefield.
- All the information.
- One size fits all.
- Outside of tools.
- Overwhelming.
- Unpersonalized.
- Unresponsive.
- Leaders left to fill in gaps.
- No guarantee it’s completed.
Hybrid
Hybrid
Management
System
Information + Testing
A chore.
- Repeatable.
- Success metrics.
- Easily updated.
- Alerts.
- Outside of working environment.
- Unpersonalized.
In the flow
In the flow
Learning
Workflow
Information + Retention + Application + Insights
An experience.
- Personalized.
- Relevant.
- Adaptable.
- In the flow of work.
- Where work’s done.
- Milestones.
- Customizable.
- Repeatable.
- Success metrics.
- Real time solutions.
Map out your onboarding process
Learn While Doing
In order for learning to work, it must be effective, relevant, just enough, and just in time. These principles of learning are essential for adult learners and critical for any learner short on time and attention. Let’s be honest, that’s most of us. These learning challenges are especially significant for learners who are juggling multiple roles, multiple contexts, and multiple demands – cue new Direct Seller.
Learning in the flow of work with bite-sized learning relevant to the task at hand is the most effective way to enable learners to immediately apply new knowledge and skills and increase their performance.”
Lauren Mason Carris 
VP of product and Learning
Design, Penny AI
Learn while doing
Why?
The field identifies their greatest challenges as a lack of skills.
The field has the appetite to learn
So why are they stumbling? The resources are there. The appetite is there.
Assessing the resources available and how the field interacts with them it became clear — The current onboarding processes and systems are not fit for purpose for how adults learn.
With traditional systems, sellers have to complete training before they can start seeing results. But most sellers have limited time and an immediate desire to get going.
Our solutions have evolved to support this growth
Insert the learning technology into the tools sellers use to run their business:
- Saving time
- Reducing the amount of tools
- Promoting learning alongside results
- Providing immediate solutions to immediate problems
- Knowing what to say
- Knowing how to use social media to make sales
- Knowing who to reach out to
- Knowing how to keep track of their customers
Habit Creation
Build positive learning and working habits for sustainable, consistent growth.
Habit Creation
Why?
Respondents to the 2022 Direct Sales Trends Report identified the top challenges sellers face on a daily basis that results in a high level of seller churn. In particular, the field cites self-doubt and not knowing what to do.
To combat churn, new learning solutions focus on behavioral research, data, and insights to help users build routine habits. Delivering experiences with predictable patterns, familiar interfaces, and functionality that users have come to expect in other mobile content experiences helps train users to repeat the same behavior patterns that turns learning into positive habits.
It removes the guesswork, the planning time, and the need for big time investments for learning that competes with the attention and brain power of users in the flow of their work.
Two-way communication
Set up a pattern for success. The field comes to corporate with problems, ideas and opportunities. Corporate responds with solutions, training and information.
Two-Way communication
Why?
What level of visibility do you have on your distributors?
Corporate respondents say:
HIGH VISIBILITY
- Customer orders
- Sales
- Close to rank advance
- Time spent on platforms
- Upward/downward movement in business growth
- Size of downline
LOW VISIBILITY
- Consultant wellness, mindset
- Time to first and consecutive sales
- What leads to prospecting success
- Size of consultant network
- The time it takes to onboard new consultants
- Customer sentiment towards consultant and brand
- Digital aptitude, comfort with available tools
To gain greater visibility within the field, new onboarding programs bake in two-way communication.
Specific triggers will ‘Push’ information to the field while others ‘Pull’. By developing a consistent cadence and providing results in return, corporate will have more data than ever before on how the field is not only performing, but feeling so organizations can get ahead of rising issues.
Unlock Leaders’ Time
Give leaders back their time to do what they do best and mentor rising stars and support team members who are struggling.
Unlock Leaders’ time
How?
of Corporate think their current onboarding process puts off the field.
Top Leaders take the initiative to train their team because they know that the current onboarding system is often overwhelming and ineffectual.
This creates challenges for everyone:
- Corporate has no clear idea on what the field is learning
- Leaders spend more time creating training content than coaching their field
- The field sometimes learns outdated sales skills or off-brand messaging
Providing an onboarding system that leaders can trust solves all these problems and allows leaders to support the field.
Compliance Baked into Success
Turn compliance into a positive! Show how compliance increases customer confidence, boosts brand perception and ultimately leads to more sales.
With regulatory agencies continuing to crack down on income, product and health claims, direct sellers need to prioritize compliance more than ever. If infractions persist, not only will the industry’s reputation suffer immense damage but many companies will not survive the regulatory penalties.
That’s why now is the time to focus on compliance education and monitoring. Teaching the field about what to say in order to be effective while providing ways to not only catch improper claims after they go out but before they ever happen is the key.
If we put our efforts in this direction, field members as well as the companies they represent and the direct sales industry as a whole will flourish.”
Jonathan Gilliam 
CEO & Founder,
Momentum Factor
Map out your
onboarding
process 
Download the Onboarding Checklist
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