Que faites-vous si les nouveaux membres de votre équipe de vente résistent aux pratiques d’intégration ?

Once you have a better understanding of their resistance, you can work on addressing their specific concerns. This might involve providing additional training or resources to help them feel more comfortable with the onboarding process. It's also important to clearly communicate the benefits of the onboarding practices and how they can contribute to the team's success. Additionally, leading by example can be effective. If existing team members demonstrate a positive attitude towards onboarding practices, it can help set a positive tone for new members. Providing ongoing support and feedback throughout the onboarding process can also help alleviate resistance and make new team members feel more supported and valued.

If your new sales team members resist onboarding, focus on communicating the value. Explain how onboarding helps them succeed by giving them the tools, knowledge, and support they need. Show how it makes their jobs easier and boosts performance. Make sure they see how onboarding connects to their own success, and be open to their feedback. By highlighting the benefits, you can help them understand the value and get on board.

Recognizing and accommodating individual differences among your sales team is key to easing their transition. Offer diverse learning methods, from hands-on training and shadowing experienced colleagues to interactive e-learning modules. This personalized approach demonstrates your investment in their unique talents and paves the way for their success.

The willingness to adjust onboarding practices based on feedback reveals a deeper truth about organizational dynamics: resistance to change is often a two-way street. While we typically focus on employees resisting new processes, this perspective highlights that organizations themselves can be resistant to evolving their practices. By embracing feedback and demonstrating adaptability, companies aren't just improving their onboarding - they're modeling the very behavior they hope to instill in their employees. This creates a powerful reciprocity: as the organization shows flexibility, employees may become more open to change themselves.

Vendedores resistentes já na etapa de integração e onboarding é um sinal de que talvez o novo integrante não vai conseguir se ajustar a cultura e que o nosso processo de recrutamento e seleção pode ter problemas. Cuidado em dar chances demais a quem está mostrando desinteresse e que não vai trabalhar da forma como a empresa sugere.