On September 25, I promised to share with you Five Strategies Managers and Salespeople Need to Know To Help Salespeople Become Sales Champions.
Here is Strategy #4 for you or your manager to execute in order to ensure the success of your salespeople.
Friendly Reminder: If you’re a salesperson, don’t think you can’t play a role in assisting your manager in implementing these strategies. The more awareness you have around the role you and your manager play in your overall success and failure, the more you can educate and help your manager best support and manage you around the areas and potential pitfalls you have less control over which you manager can address.
Develop a 30 Day New Hire Strong Start Orientation Program
Regardless of your product or sales cycle, every manager needs to be able to confidently assess whether or not someone is going to ‘make it’ within their first thirty days on the job. If you feel you’re unable to do so, it’s because you haven’t taken the time to outline what the measurables and milestones are that you expect every new hire to hit within the fist four weeks. What do you expect from a new hire within the first thirty days? What do you want them to learn or achieve each day? Whether or not they make it doesn’t need to rest solely on whether or not they are selling. There are other factors you can use to gauge if you made the right hire, such as their commitment, their sales acumen, assimilation of product and industry knowledge and their overall attitude. Are they following through with any preliminary work that needs to be completed before they go sell on their own? Do they have a routine and a system ready to perform? Are they doing the basics, i.e. showing up to work on time, following through with any preliminary training, putting together their target list, going through role plays with you, and so on.