Their expectations are poor or very fuzzy. Any training they may get, and it's probable they won't get any, is focused on the best possible results. Struggles or negative possibilities are ignored. They are simply not prepared to handle what is actually going to happen out there.
How to Survive the First 90 Days of Selling
Sales force developer Dave Kurlan shared an article he wrote awhile back that continues to be relevant today. It's a series of questions you need to answer so that you or your salespeople will persist through the first 90 days. Here are some of the most important:
- What are all of the problems we solve?
- How do we position ourselves in the marketplace?
- Who are our customers?
- How do we get to them?
- What does the first call sound like?
- What is our sales process?
- What kind of objections will I hear?
- How do I handle those objections?
- How do you want me presenting our solutions?
- How do we justify our prices?
- What are the expectations for me during the first week, month, quarter, year?
- Who can I go to for help?
- What kind of help can I expect?
For the complete list, go here
If you don't know the answers, you'll stumble, get confused, become frustrated and give up.
What Can We Change to Help New Salespeople Continue Beyond the First 90 Days of Selling?
Seeing these questions today really made me think about my own training process. I do this for a living. And the list made me question more deeply: How can I make my training process even better, so that new salespeople are totally assured that they have the answers? That they have someone to go to for help? That they know what to expect beyond positive generalities as they step out of the classroom and into the outside world?
I may think they have been given those things--but have I asked them whether they believe it? Do they know they have the answers? What they can do to get help?
This is far more important than me, as the trainer, knowing.
Have you answered these questions for your business?
Other posts with interviews and info with Dave Kurlan: