Search Results for: new sales rep

How can new sales reps build their credibility?

New salespeople are challenged to build to build credibility – here are two best practices. 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 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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Medical device sales – seven ways new sales reps can build sales success

Medical device sales people spend months learning about products, anatomy, and how to sell. Then after passing a battery of tests, becoming certified, and getting credentials (REPtrax or similar systems) up-to-date, it’s time to sell. Yet, applying what was learned in training – in a physician’s office, a lab, or in the OR – is the challenge. Not only must medical device sales people display clinical proficiency, they also must add value to the surgeons, hospital staff, and practice staff – all the while focusing on improving patient outcomes.A tall task for any medical device sales rep, a daunting one for new sales reps. So, what can sales reps do from the onset to differentiate themselves? This blog post shares a 7-point starter list. Continue reading

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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.
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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

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Creating value – top sales managers share 5 ideas for new sales reps

What would you tell new sales reps about how they can learn to provide superior value to their customers? Here are 5 ideas from top sales managers. Continue reading

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New sales reps – top performers provide advice on building credibility

Top sales performers give new sales reps advice on building credibility. 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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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. Because they sell to a small community of close-knit specialists, like electrophysiologists or orthopedic surgeons, new medical device sales people can’t afford starting off on the wrong foot. So new hire sales training must include a third component – foreshadow those day-to-day challenging situations new sales people frequently encounter and share how those situations can be handled. This blog identifies four key issues facing medical device sales reps. Continue reading

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