Whatever defines your sales training program, there’s no question that training a new sales rep takes a huge amount of time. The question is, are there things going on outside of your training program that is going to be holding you and your new sales reps back from success and undoing all your hard work? Find out here:
Don’t allow your new reps to train with sh*t leads
A new rep comes in, they’re learning, so they get given the lowest value leads to start training with. I understand we’ve got to protect this month’s quota. But be mindful of your definition of ‘low-value leads’. I’ve seen ‘low value’ in terms of ACV get confused with the leads your sales team find hardest to convert, maybe due to size, sector, buyer etc. I understand that makes them low value, but is that really where you want your new reps training? We want our new reps building in confidence every day, it’s so important to their longer term success. I’d argue we want them selling to the best leads, the ones we are guaranteed to win, the ones that will make our news reps feel like they’re sales heroes. Whatever you do, make sure you are balancing your short term sales goals with the speedy development of your new sales reps who will be helping you achieve the longer term sales goals.