How can new sales reps build their credibility?

Onboarding New Sales Reps

New Sales Reps

What would successful sales reps and sales managers tell a new salesperson on how to gain credibility?  We posed that question to our customers and heard many great recommendations, like:

  • Listen to the customer’s needs
  • Determine what you should do, and then do it 100 percent of the time.
  • Do what you say you’re going to do, always follow through, stay true to your word
  • Don’t overpromise and under-deliver.

We also asked sales reps about credibility. We posed the question: How can new sales reps build their credibility?

One theme that emerged is credibility is divided into two pieces: company and personal.

  • Company credibility is the easier of the two. It derives from product and company knowledge.
  • Personal credibility is a little more interesting. For new sales reps, personal credibility isn’t built overnight. It’s a long-term process. One of the sales reps spent a lot of time talking about this, noting that a new sales rep doesn’t need to make a big impression immediately. Rather, a new hire should create a “plan” that allows him/her to build their personal credibility over time and avoid the big mistake upfront

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About Richard Ruff

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. During his career Dick has authored numerous articles related to sales effectiveness and co-authored "Managing Major Sales", a book about sales management, "Parlez-Vous Business" which helps sales people integrate the language of business into the sales process, and "Getting Partnering Right" – a research based work on the best practices for forming strategic selling alliances. Dr. Ruff received his Ph.D. in Organizational Psychology from the University of Tennessee and a B.S. from Rennsselaer Polytechnic Institute.
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One Response to How can new sales reps build their credibility?

  1. Creating a plan to build credibility… this sounds like a great idea, Richard. When I was new with sales, I also had this struggle to build my personal credibility. But my sales coach, who was so good at coaching us based on our skill level, reminded me about trusting the product and brand’s credibility when selling and build our confidence around it. Because when that confidence and trust with what we sell and represent is there, it will convert to our own credibility.

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