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Colletti-Fiss, LLC is a consulting firm that helps management make decisions about programs that increase sales results. We focus on three areas of sales effectiveness: sales jobs design, sales performance management, and sales compensation planning.
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Category Archives: New Hire Sales Training
4 best practices for mentoring new sales reps
Mentoring new sales reps is a technique many companies use to “jump start” new sales reps. Sometimes companies put in place formal mentoring programs. In other cases the mentoring effort is somewhat less formal. Regardless, here are 4 best practices around sales mentoring to increase success. Continue reading
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
Posted in New Hire Sales Training, Sales Training, Sales Training Best Practices
Tagged new hire sales training, sales training, sales training articles, sales training best practices, sales training blogs, sales training curricula, sales training curriculum, sales training design, sales training program
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
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
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
Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, New Hire Sales Training, Sales Best Practices
Tagged health care sales training articles, health care sales training blogs, medical device sales training, medical device sales training articles, medical device sales training blogs, medical sales training, medical sales training blogs, new hire sales training, sales best practices, sales training, sales training articles, sales training best practices, sales training blogs
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
Who are the new sales reps?
Companies traditionally look to hire sales reps from multiple sources. Some look to college new hires to fill a series of lower level inside sales and sales support positions prior to becoming “full fledged” account execs. Others seek out competitive hires providing them with totally different territories and/or tasks until non-compete agreements have matured. Increasingly, in major accounts selling, companies are looking to consultants who bring problem solving skills to the sales process – believing that it’s easier to provide that audience with sales training.
Continue reading
Posted in General Posts, New Hire Sales Training, Sales Best Practices
Tagged new hire sales training, on-boarding new sales reps, sales best practices, sales training, sales training articles, sales training blogs, sales training curricula, sales training curriculum, sales training design, sales training program
Today’s sales conversations present new challenges
As sales conversations move from transactional to consultative the skill set of the sales team must change. This means that the way we train sales reps – and especially new hires -must change, too. Continue reading
Posted in Business Acumen, New Hire Sales Training, Sales Best Practices, Sales Call Execution, Sales Training, Sales Training Best Practices
Tagged business acumen, new hire sales training, sales best practices, sales call execution, sales training, sales training articles, sales training blogs, sales training design
The business acumen challenge for new sales reps
Many companies offer training programs for new sales reps that focus on products with some competitive information and sales skills added. Often, they are accompanied by various levels of testing – spanning the rigorous scale from minimal to washing new hires out of the program. Continue reading
Medical devices – the changing market and implications for sales
The medical device market is changing – from the traditional physician preference model to the increased importance of economic influence and the role of profitability. In addition, the medical device market is no longer homogeneous, leaving opportunity for companies to resegment the market place – and re-focus how they train their sales force. Continue reading
Posted in Business Acumen, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, New Hire Sales Training, Sales Training, Uncategorized
Tagged health care sales training, health care sales training articles, health care sales training blogs, healthcare sales training, medical device sales training, medical device sales training articles, medical device sales training blogs, medical devices sales training, medical sales training, medical sales training articles, medical sales training blogs, new hire sales training, sales training, sales training articles, sales training blogs
