Thank you Dominic A. 🙂
Adam H. The buddy system can be helpful but the reps need a base to start off of. Are they junior or more senior?
Before they get on the phone, they should know:
- 1.
Who they're selling to - what criteria makes the perfect prospect? (Industry, job title, location, # of employees/revenue, etc etc) They should not be wasting time selling to the wrong people.
- 2.
How they're selling - which tools can they use? How are they logging activities for tracking? What messaging resonates? What objections will they hear and how do they handle it? Do they know all the competitors and how to pitch against them?
- 3.
What they're selling - Do they fully understand the product/service and what the main selling points are? And a whole session on how to pitch pricing is essential..
- 4.
What does success look like and what do they need to do to get there? How will they be measured?
And I am probably forgetting several points.
This is the absolute minimum starting point. If you can't afford to do a structured training week before they start, I'd do a weekly training to get them up to speed.
You can facilitate it via Trainual, Notion, zoom etc but I would recommend quizzing them somehow to make sure they actually retained the info...
