How to receive and train a new salesperson?
- Section : Improving staff skills
- Publication date : 10/29/14
- Comments : 0
To ensure you get the most out of a new salesperson it is essential to put in the necessary time to receive and train them.
Too often medium sized businesses ignore this and opt for “on the job” training. It is a big mistake which can slow down considerably the return on their investment and reduces the chances of success of the salesperson in question.
This period of support and training should last a minimum of three months without exception. First of all it is important to receive the new sales team member in person. Take the time to see them, welcome them and show them around the business. They will be extremely grateful. Salespeople are often alone or out of the office on the job. This new member risks rapidly feeling isolated. It is equally important to prepare the arrival of this new salesperson. Ensure that he/she has a workspace, computer, telephone etc. Prepare a training plan too.
Give him/her achievable objectives for the months ahead. For example:
- Arranging introductory meetings for the first month.
- Putting together a detailed list of clients and planned actions for the second month.
- Signing a first deal – the value of which is less important; the importance here lies in completing a whole sales cycle.
Tell him/her what you expect and where to start, especially if they don’t have much previous experience. It is a good idea to set up a buddy system in which members with more experience shadow newer team members. It’s effective and reinforces team spirit, which is especially important considering that salespeople tend to be rather individualistic.
Put time into their training; it is a key factor in their performance. Use people from other departments of the business so as to offer them a complete training.
- Presentation of the market that you are developing.
- Presentation of the business and its positioning.
- Analysis of competitors and their weak points.
- Presentation and training in the products and services sold.
- Presentation of a contract and your economic model.
- Presentation of the pitch used to sell.
- Explanation of the sales method used by the business.
- Familiarisation with common obstacles.
The training topics are numerous and specific at each business. Do not underestimate your team and ensure that training is constant. This gives value to the sales team and ensures that there is a certain level of consistency in their discourse and sales techniques.