Category Archives: New Hire Sales Training

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

Posted in New Hire Sales Training, Sales Training | Tagged , , , , , ,

1 Comment

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

Posted in New Hire Sales Training, Sales Best Practices, Sales Training | Tagged , , ,

Leave a comment

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

Posted in New Hire Sales Training, Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Training | Tagged , , , , ,

2 Comments

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 , , , , , , , ,

Leave a comment

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

Posted in New Hire Sales Training, Sales Training, Sales Training Best Practices, Uncategorized | Tagged , , , , , ,

Leave a comment

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

Posted in New Hire Sales Training, Sales Management Coaching | Tagged , , , ,

Leave a comment

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 , , , , , , , , , , , ,

Leave a comment

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

Posted in New Hire Sales Training, Sales Training, Sales Training Best Practices | Tagged , , , , , , , ,

Leave a comment

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 , , , , , , , , ,

2 Comments

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 , , , , , , ,

Leave a comment