| Why does your company need to set up a | | | | products in mind. |
| structured new hire sales training program? Let's | | | | - Role playing is a must for each topic. |
| see if this sounds like you - You spent the better | | | | - Getting the proper pitch will keep the new hires |
| part of a month interviewing new sales | | | | from burning through your department's sales |
| candidates. There were probably 50 qualified | | | | leads. |
| resumes out of about 200 submitted. After | | | | 2. Lead Generation and Sales Process Tracking |
| careful consideration and 3 additional days to go | | | | - What are the best practices for your |
| through all of the resumes you narrowed the 50 | | | | organization in gathering leads? |
| down to your top 15 and began the interview | | | | - Someone is successful in your organization, how |
| process. | | | | do they gather leads and what do they do with |
| After 3 weeks of coordinating 15 interviews you | | | | them once they have a warm lead? |
| narrow that down to 5 candidates and begin the | | | | - Activity - What is the number of calls needed |
| 2nd round of interviewing. | | | | on cold prospects to produce 1 warm lead? |
| It is time for you to make your decision. Two | | | | - CRM training for lead tracking. |
| candidates really impressed you and your team. | | | | - Make sure the new sales representatives |
| You conduct your reference checks and finally | | | | understand that this is a fundamental job function. |
| come to a decision. The offer letter is sent out, | | | | Tie the failure rates of poor tracking to failure |
| accepted, and returned. You are convinced that | | | | rate of new hires. |
| this new hire will hit the ground running in your | | | | - Teach on all aspects of your CRM tool and how |
| sales department. | | | | it can help them function efficiently. |
| Drug and background checks are conducted, | | | | 3. Train on Your Product or Service: Confidence = |
| orientation is completed. Your newly hired sales | | | | Sales. |
| representative is now after at least a month of all | | | | - If your employees know your product inside |
| of the above sitting in front of you. | | | | and out then they will be able to sell it. |
| 90 days later you are asking yourself what just | | | | - If they don't sound confident in their sales calls |
| happened. Why, oh why didn't he work out as | | | | they will fail just about every time. |
| planned, he was the perfect sales candidate? | | | | - New hires must use the product whenever |
| Everyone involved in the interview process didn't | | | | possible. |
| just like him they all loved him. | | | | - The only way to act and sound believable is to |
| 120 days later you are beginning the entire | | | | have experience with the product. |
| interview process again. It's like an endless | | | | - You can't emphasize with a prospect unless you |
| Merry-Go-Round. | | | | have been there in their situation. Use the product |
| Here's the answer: It's not your interviewing | | | | to understand the product. |
| process, it is your new hire sales training program. | | | | 4. On the Job Training |
| As an independent new hire sales trainer in the | | | | - Pare up your new sales representative with an |
| Atlanta, Georgia area I have heard of this type of | | | | experienced "A" player. |
| scenario happening over and over again. Employee | | | | - The absolute best way to get the best |
| turnover amongst newly hired sales employees | | | | practices engrained into the new hire is for their |
| can be quite high, sometimes easily hitting 25%. It | | | | peers to help them succeed. |
| is even higher when dealing with "hunter" types of | | | | - Daily coaching sessions with the Sales Manager. |
| sales positions. | | | | - Conduct these coaching sessions for at least 30 |
| How do you get yourself off this carousel? The | | | | days. |
| only way to get you and your company off the | | | | - This is used to reinforce the sales training, the |
| Merry-Go-Round is to institute a New Hire Sales | | | | sales process and the best practices. |
| Training Program. You have to get your new | | | | Notice that I stated above that those 4 major |
| sales representatives comfortable with your | | | | topics to be trained on are the bare minimum. |
| product and your sales process in order for them | | | | Also each one of those 4 major topics can be |
| to "hit the ground running." | | | | expanded. As an example one company I worked |
| Here are the bare minimum topics that must be | | | | with actually held a 6 week New Hire Training |
| covered in the new hire sales training: | | | | Class right here in Atlanta. |
| 1. The Sales Process of Open, Probe, Pitch and | | | | There is no way to cover the first 2 major topics |
| Close | | | | of this training in fewer than 2 days. The sales |
| - This process must be taught by relating it to | | | | process and lead generation are extremely |
| your company's products or services. | | | | important so take your time. Hire a company that |
| - New hires need to leave the training room - | | | | thoroughly understands your type of sales. Get |
| trained. | | | | off the new hire Merry-Go-Round, create a |
| - Don't teach with generalized products and | | | | structured New Hire Sales Training Program today. |
| principles; teach the sales process with your | | | | |