Just because someone is new to the sales process doesn’t mean they can’t start contributing to your team (and to the bottom line) relatively quickly. It’s all in how you train your newbie salesperson, and whether or not you set them up for success — or leave them to go it alone.
Here’s our checklist for getting your newbie salesperson to hit the ground running, and make a positive contribution to your team right off the bat. Train a new salesperson, success!
Play follow the leader
You presumably have some rockstar sales professionals on your team, right? Don’t take them away from what they do best for too long, but work some time into their schedule to help mentor your newbies. Your new salespeople will learn powerful techniques right away, and will quickly learn what is a waste of their time.
Get them using your tools and applications quickly
Whatever sales tools, CMS or applications you use, be sure to have login information and access ready for the new salespeople from day 1. Even if they don’t have any clients to call, they can still poke around and play with the applications your team uses in order to familiarize themselves. Consider giving them some demo projects to increase their familiarity.
Loop them into a voice, brand, and style training
If you don’t have a defined voice and brand style, that’s another problem entirely! Assuming you do, have a more mid-level sales person train your newbies on your voice and style. That way, they’re not striking a super-casual tone when your customers are far more accustomed to a more professional approach — or vice versa.
Practice makes perfect, so have them practice their newly acquired voice and tone knowledge with your existing sales team members via sales roleplay. Also ensure that simple things are congruent- their email signature, LinkedIn job description, and any employee photos they needed to submit.
Check in early and often
The worst thing you can do is hand your newbie salesperson a bunch of folders and documents, plop them in front of their new computer, and leave them to it.
Keeping them engaged is a huge part of keeping them motivated. Get them invested in the company and its sales outcomes. Schedule a week 1 and 90-day check-in to keep your interaction level high, and be sure to say hello and show them they are welcome, even if that means going out of your way to do so.
Leaving a newbie salesperson to fend for themselves in the first days and weeks of their new sales career is like having them run the gauntlet. Some might survive, but they’ll be shaken and scarred, and others will have absolutely no chance. Set them up for success by following this simple checklist, and watch your newbie salespeople grow wings and fly the nest sooner than you imagined possible!