C'est ce qu'on appelle la valeur ajoutée :)
Industrial Sales Coach @ BrixEn Sales Academy | Founder | Author | Keynote Speaker | Business Coach |
Why don't the New Sales Engineers stay longer? How much responsibility lie with their sales managers? New sales engineers perceive the corporate landscape through the lens of their initial managers. Their tenure within the company, especially in a sales role, is heavily contingent on how Sales Managers engage with them during the crucial first 30 days. In the realm of test cricket, there exists a fielding position known as Silly Point. Positioned perilously close to the batter, it is often assigned to new or young players. While the rationale behind this choice is unclear, a parallel can be drawn in sales teams. New Sales engineers are frequently thrust into demanding tasks by their managers without adequate training and coaching. In my perspective, the initial 30 days of a salesperson's journey bear immense significance as they profoundly shape their mindset. Here are my recommendations for sales managers to improve the situation: 🔗 Preparation for Arrival: Arrange the necessary sales tools and workspace before the new Sales engineers join. Providing them with essentials like a visiting card, email ID, employee ID, mobile SIM, and planner contributes to fostering a professional atmosphere. 🔗 Roles & Responsibilities: Clearly outline and share the roles and responsibilities in writing, taking the time to patiently explain each one. Company History and Milestones: Communicate the organization's history and significant milestones to give new hires a contextual understanding of the company. 🔗 Introduction to Key Stakeholders: Familiarize them with key decision-makers and elucidate the organizational structure. Additionally, provide insights into key accounts to offer a comprehensive overview. 🔗Departmental Meeting: Collaborate with HR to organize a brief meeting with department heads, ensuring new hires comprehend each department's priorities. 🔗 Training Calendar: Develop a comprehensive technical and sales training calendar and adhere to it diligently to equip new hires with essential skills. 🔗 Gradual Client Exposure: Avoid exposing them to client meetings until they are confident about the products and sales processes. 🔗 Joint Calls with Seniors: Once ready, facilitate joint calls with experienced colleagues to provide valuable learning experiences. 🔗 Weekly Learning Reviews: Establish a routine for reviewing their learning progress on a weekly basis to ensure continuous improvement. If every sales manager, in collaboration with HR, implements these strategies, new Sales Engineers are likely to seamlessly integrate into the organization quickly and foster long-term commitment. Contact Brixen for more support To make your current sales engineers more efficient and sharper introduce them to our - ProSales Mastery 21 Week Sales Challenge today. Register Now - https://lnkd.in/ge7-dAXs First session start on 21st Jan 2024 #salescoaching #salesprocess #first30days #newemployee #
