Now what?

You hired a new salesperson, gave them a stack of business cards, pointed to your community’s skyline and said, “Go get’em!”

I do realize that’s oversimplifying the process.

However, I often hear stories about distributors’ new reps struggling.

You had high hopes when they started.

And let’s face it, salespeople are terrific at selling themselves.

Without a solid plan, they’re often left alone when you return to running the business.

Typically, they take a shotgun approach to the market and are frustrated by their slow results.

With distributors being spread so thin, an extra resource can relieve the stress around sales training and coaching. 

Sometimes, it’s good to bring an outside expert in to lend a hand, which is one of the reasons I launched Sales Dad

Here are five ways you can support your new salesperson and guide their journey to success:

1. Onboarding

  • Develop an onboarding plan tailored to the salesperson’s experience level.
  • Provide access to resources for their role, including CRM systems, sales collateral, and training materials.
  • Assign a mentor within the team to facilitate smoother integration and understanding of company culture, processes, and expectations. (If possible).

2. Expectations

  • Set clear, achievable short-term and long-term goals in alignment with the company’s sales targets.
  • Discuss performance expectations, KPIs, and how their role contributes to the overall sales strategy.
  • Ensure they understand the performance metrics used to evaluate their progress.

3. Training

  • Offer ongoing training sessions or workshops to enhance product knowledge, sales techniques, and target market understanding.
  • Encourage participation in relevant industry events, webinars, or courses to stay updated with market trends and best practices in sales.

4. Feedback

  • Schedule regular one-on-one meetings to provide feedback, discuss progress, address challenges, and offer support.
  • Create an open communication channel for the salesperson to voice concerns, ask questions, and provide suggestions for improvement.

5. Company Culture

  • Organize team-building activities or events to foster camaraderie among the sales team.
  • Encourage participation in company-wide meetings or events to help them understand the broader organizational goals and values.
  • Ensure they feel valued and part of the company culture by involving them in decision-making and recognizing their contributions.

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