Category Archives: New Hire Sales Training

Onboarding salespeople – yesterday’s good is not good enough

Sales training programs are needed not just for onboarding new hire salespeople but also for upboarding your existing sales team to deal with an increasingly changing buying environment. The need for sales training is now driven by the rate of change in the market not the elapsed time since the last program. Continue reading

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New hire sales training – an investment worth making

A short quiz for sales leaders – How much has the buying process changed in your market in the last five years?  Question two – Have you taken a serious look at updating your new hire sales training to keep … Continue reading

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4 best practices for mentoring new sales reps – An STC Classic

New sales rep mentoring is used by many companies to “jump start” new sales reps. Sometimes there are formal mentoring programs. In others the mentoring effort is less formal. Regardless, this post contains 4 best practices around sales mentoring to increase its success. Continue reading

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New hire sales reps – some tips for getting out of the gate

Sales tips that make the it easier for new sales reps to more effectively manage their first year. Continue reading

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New sales reps and the credibility challenge

How can a new sales person gain credibility? When we pose this question to sales reps and sales managers, the responses we hear share a common underlying message – get on the customer’s side of the table. But all isn’t lost on the credibility front: there are two sources of credibility – personal credibility and company credibility. Continue reading

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New hire sales training: it’s important, it’s underemphasized, and it’s different – A STC Classic

Great new hire sales training can make a difference on some of those bottom-line problems that have been the focus of attention. The larger the number of new hires onboarded, the greater the impact. This article focuses on how to create great sales training for news hires. Continue reading

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New hire sales training – analyzing four poor substitutes

New hire sales training is increasingly important – in fact it’s more important than ever. However, many companies are still relying on substitutes to formal new hire sales training initiatives with less successful results. Continue reading

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Sales coaching and the high potential sales rep

Knowing what successful people do provides a sales coach with information that can be used to help high potential sales reps achieve the success they are capable of obtaining. Could they get there on their own? Sure, some would, but some might not. Plus, sales coaching can help them get there quicker with fewer mishaps along the way. This blog describes 5 behaviors for achieving sales coaching success. Continue reading

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Training new medical device sales reps – getting it right

When designing a training curriculum for new medical device sales people, clinical knowledge is first and foremost. But on its own, it’s not enough for sales success. Adding traditional sales skills training also is important, but insufficient for sales success. New medical device sales people need something more from sales training. Continue reading

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On-boarding sales people – it’s not your father’s Oldsmobile

How sales people are on-boarded is a significant factor for building sales success. Unfortunately, it is historically one of the most underemphasized aspects of sales performance development. Great on-boarding programs for sales people are still the exception. Continue reading

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