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On-Boarding New Sales People – I Am Envious

Onboarding New SalespeopleI recently had the privilege of working with new sales people who were being on-boarded for their first sales positions out of college.  I was impressed with what I experienced, I was envious of what they were learning AND this was before they were even given their first quota. I was impressed because:
  • They adopted techniques that made sense and questioned those that did not
  • They were enthusiastic to learn more
  • They could not wait to get in front of clients and were confident they could call on anyone
  • They were learning early on what “best” looked like
  • They had nothing to lose
I was envious because:
  • They were not learning “under fire” like most of us did
  • They had no preconceptions or biases
  • They had no fear on who they could call on and were comfortable calling at the C level
  • They avoided trial-and-error methods or experience in the field to figure out high yield sales activities
  • They had nothing to lose
As new sales people starting out in their careers, they were getting what many of us more tenured sales people would have killed for.  Months of training on presentation skills, sales call planning, objection handling, social selling including how to maximize their LinkedIn profiles, sales processes and methodologies for opportunity pursuit and account planning, CRM training – you name it. It made me remember back to when I started in sales.  I learned by observing what the most successful and least successful sales people did and did not do.  I figured out most of what I needed by reading books, gaining a thing or two from one of the many generic sales training sessions I attended, and asking tons of questions from my management. It worked, but it took years of experimenting and lots of tenacity. Today, hiring new salespeople is still the most frustrating position to hire for within a company. That’s because most managers were not brought in to their companies with a solid, structured, onboarding program. Like me, they had to onboard themselves. So with the new sales people just starting out, I was so impressed, and yes, a bit envious of the knowledge that was being imparted on them.  I hope they know how lucky they are.  And, of course, I wish them years of success! Janice Mars, SalesLatitudeJanice Mars, principal and founder of SalesLatitude, is a senior business and sales executive with more than 30 years of experience helping companies build successful sales teams. She has parlayed that experience to help her clients to improve their sales processes, accurately forecast revenues, ensure focus on winnable opportunities, and attain consistent results. View my LinkedIn profile | Twitter

Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter


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