Tips on How to Teach Sales Management to a New Employee
Career Path : Business
In sales management, one of your jobs is taking new workers, freshly hired, and training them how to do their jobs. If you are successful, everyone succeeds, you succeed because of course it’s your job; your employer because their investment in the new hire paid off; but also the new worker gains a boost to their career and life long useful skillset.
Every sales manager would like to start out with a gifted people person with several years of experience. However you can at least rely on the fact that a service based economy will have encouraged your new hire to have lots of face time with customers over the course of their education. It’s a rare graduate who hasn’t held at least one “people” job before they get their diploma. But even if your new hire is going into sales training with a blank slate there’s some things you can do to get them off and selling in no time.
1. Assess their basics. How do they present when they talk to people? It may seem like small potatoes, but are there any small immediate changes they can make? From the right professional wardrobe to making sure their communication skills are up to par, correct now and build a good foundation for later.
2. Partner them with your existing work force. Putting them where they’ll pick up how to do things from a good example can be a very productive way of starting their sales training. However ideally you want them to shadow several people. Different people have different styles, and as much as itâs tempting to have everyone be like your star sales person, cloning is still impossible.
3. Make sure they are familiar with their clients. Take the time to go over the ongoing sales strategy you’ve established. If you’ve got existing accounts you can even make a formal introduction the portfolios the new hire will be taking over, for a more smooth hand off.
4. Provide feedback and clear guidelines. Your new hire needs both a realistic introduction to your sales goals and expectations, and a bit more feedback than your regular staff. Budget the time to mentor them through their mistakes, but don’t neglect to tell them what they’re doing right as well. Positive feedback even makes them more likely to accept your advice and not see it as a personal criticism.
Your new hire will also need to learn certain things from pure practice. The sooner you can let them become hands-on the better, among many things because sales is such a numbers game. And of course, lastly remember to have some empathy. You were new once and you probably remember what it was like.
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