Training New Salespeople in Recruiting Sales
You found yourself the hungry wolf you were always searching for; the guy who grabs the phone and starts dialing; the overachiever who wants nothing more than to hit the phones and start building your business. How do you start him out in a new career?
Let him do what he does best: hit the phones. Don’t burden the new recruit with too much information about your industry or lengthy sales scripts. Let the new guy learn by trial and error. A sales professional has the process down cold and does not need hand holding when he comes into a new environment. If you have prospects lists then give him the prospect list and let him show you what he can do.
Sales is a grueling and difficult profession that is marked by rejection, failure, and disappointment but ultimately sales is a numbers game. The more people your sales guy connects with, the more appointments and deals he will ultimately get.
Many sales people are plagued with call reluctance, a horrible disease of the mind that prevents the aspiring sales guy from achieving his true potential buy turning the telephone into a hand severing monster. Call reluctance afflicts the best of sales professionals and ultimately limits their potential. Excessive preparation or training for the new sales recruit contributes to this malady and stems the natural progress of the new recruit.
The best thing you can do for your new recruit is give him a phone, let him listen in on a couple of calls, and let him do the rest.
You can do intensive training once he gets his feet wet, but at first baptism by fire is the way to go.
