Tag Archives: on-boarding new hires

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 , , , , ,

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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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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 , , , , , , , ,

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