Today's blog post is by Diane Polnow, owner and founder of Elite Sales Leaders.
In my 20+ years as a sales manager and sales director working for some of the most recognized Fortune 100 companies – such as American Express and Sprint – I’ve coached my fair share of new hires who have become some of the highest producing reps in nationwide rankings.
There is a long list of things to do – but here are three tips to help you get started.
Starting new hires properly from the beginning is vital if you want them to be superstars.
Tip #1: Onboard new reps as fast as possible.
First, get them get onboarded as fast as possible. It’s vital to give them all the necessary tools you can to help set them up to succeed in the beginning! Get them things like territory and account lists, technology, access to company systems, and training schedules. I’ve heard horror stories of new hires not getting these until long after they start.
Tip #2: Assign a team to help train, mentor, and coach reps.
Next, it takes an enormous amount of time and energy to coach someone new, so the next tip is to assign a team of people – as many as you can – to help train, mentor, and coach in addition to you. These would be top performing peers with the same job title as your new hires – either in or out of territory. Helping your new hires build a network of superstar peers will allow them to learn from the best. Plus, you’re their boss – they’re always hearing from you, so they’ll like hearing from peers and they should be striving to hit their quota from day one. Having multiple coaches can accelerate learning and top performance. Too often, new hires are left to fend for themselves. Providing proper training in the beginning is everything!
Tip #3: Provide opportunities to learn in the field quickly (and often).
The next tip is to get them in the field quickly and as often as possible – either with you or with other top performing peers. If you want new hires to be the best, let them learn from the best – and there’s nothing like learning quickly through on-the-job training. Quick success is motivating and exciting, so work with your new hires to develop a list of potential deals to close.
After you’ve done these things, it’s now all about activity, activity, activity. Activity leads to sales. Continue coaching new hires to refine and improve their pitch. Keep them focused and be cautious to not overwhelm them with too much information – give them just enough to be powerful and effective. I did these with my new hires and they quickly rose to the top.
For more details and information about our programs and services and how you and your teams can rise to the top and be part of the Elite, go to www.EliteSalesLeaders.com and watch our video – “Coach New Hires To Become Top Sales Performers” – at https://youtu.be/TRiaeUTUYKg. I look forward to hearing how you rise to the top and join the elite!