ABSTRACT
A six-month, three-phase salesperson new hire orientation was developed by Mohawk Sales Academy, which serves Mohawk’s Commercial Carpet division. As part of the process, sales trainees take part in Mohawk’s online university, where they learn product knowledge and selling skills by utilizing video, audio and published training tools. Since its inception in 2012, sales amongst newly hired salespeople have increased on average 10 percent per new hire in the first 18 months of entering their new position. Moreover, Mohawk developed new hire orientation for internal sales associates and external customer partners in its ceramic division. This training involves providing nine unique multicourse, position-specific training tracks with online courses ranging from company information, benefits, product knowledge, sales training and safety training, to legacy online information systems.
