The situation
A sales team grows from five to fifteen people in a year. New colleagues shadow someone for a few weeks who has only just joined themselves. After six months everyone does it a little differently, and the sales manager no longer recognizes her own approach in the conversations.
The approach per building layer
- Building layer 5 · Organization. Roles and job profiles, so it is clear what a new account manager does and does not do.
- Building layer 6 · People. A 90-day onboarding program that walks through the method building layer by building layer, and core values translated into behavior.
The first 90 days
- Week 1 and 2. Scan: which building layers are already solid enough to onboard on?
- Week 3 to 6. Capture roles, job profiles and the onboarding program.
- Week 7 to 12. Create an onboarding guide with the template builder and use it with the next two new colleagues.
What you have then
New colleagues are onboarded on the method instead of on the habits of their buddy. The onboarding guide follows along as the DNA changes, and a shared version stays frozen until you share again.
Further reading
This is a scenario: a recognizable situation, not an account of a specific customer.