You've done it! You've found a new sales employee to fill that spot that's been empty for too long. Before you tell that new sales employee to get to work, take some time and properly train him or her. A well-trained employee is a satisfied employee. On the other hand, a new sales employee who has not received enough training is someone who is primed to face frustration and discouragement.
The following six tips can help you train your new sales employees and launch them to success in their new roles at your company.
1. Explain Your Company's Mission and How They Fit In
"Orientation" isn't a word that is frequently used for job training these days, but it's an apt word to explain what you need to do first. In order for your new sales employee to get their bearings, you have to explain where they are and how they fit in to the bigger picture.
What is the mission of your company? This is a good place to start with your new sales employee. If all employees of a company are on board with the company mission, then you can all travel to the same place together. Once your new sales employee understands the broader vision, they can better understand their individual roles.
2. Give Your New Sales Employee a Peer Mentor
Most sales people make it or break it in the first three months at a new job. Having worked so hard to hire your new employees, you certainly don't want to lose them after just three months. One of the best ways to ensure success during the early days at a new sales job is to pair your newbie up with a more experienced employee who is doing the same job.
Encourage the peer mentor to talk with the new sales employee every day. Going to a peer with concerns is often much easier than going to a boss, and, frankly, peers often have better answers than bosses who haven't been as directly involved in sales as of late.
3. Begin With Easy Sells
Nothing breeds success like success, so give your new sales employee the easy sells for the first few weeks on the job. Easy sells will also give your new sales employee a good chance to build relationships with customers and work through the entire sales process, not just prospecting.
4. Include All Structures and Procedures During Training
Most companies have some complexity in the way they run their operations, and it's tempting to skip over lengthy explanations during sales training. If you find yourself saying, "We'll talk about that later”, take a step back and tackle the issue head on.
It might be best to train new sales employees on complicated issues by assigning someone who is well versed in the issue. For example, if your company's shipping policy is not exactly straightforward, have someone from the shipping department train your new sales employee on the policies and procedures instead of having a fellow sales employee explain it.
5. Share Success Stories
New sales employees are always looking for tips and tricks on how to improve their skills. You can help them (and the rest of your team) by publishing the success stories of your sales team. Send out a weekly or monthly email newsletter to your team detailing the accomplishments of your veteran sales people. These tips will motivate your new hires; they'll want to be lauded in your emails, too.
6. Check In Frequently
In an effort to impress their superiors, new sales people sometimes keep to themselves. They don't want you to know that they're struggling or that they're unsure of what to do next. That's why it's important that you check in with them on a regular basis, at least weekly, for the first three months.
By following these tips, you'll set your new sales employee up for success.