Description
In this detailed elucidation related to do you have a 90 day success plan for your new sales representatives.
www.b2bsalesconnections.com © COPYRIGHT 2009 B2B SALES CONNECTIONS INC.
DO YOU HAVE A 90 DAY SUCCESS PLAN
FOR YOUR NEW SALES REPRESENTATI VES?
Fortune 500 companies have a structured “On Boarding Process” which every new sales person follows. The plan
lays out detailed time lines and benchmarks, specific action items and goals. This formal process is great for both
the company and the new representative because it leaves nothing to interpretation and establishes shared
expectations. The initial training is structured and detailed; giving your new employee the knowledge and
confidence that your organization has a plan and intends to succeed.
The problem lies with many of the small to mid-sized businesses I work with on a daily basis. In most cases, these
are owner-operated companies where the on boarding process and training falls to the owner or manager of a
small sales team. Although the intentions are always good, I regularly hear from the new sales person that there
was no process in place and they spent too much valuable time trying to figure out what to do and how to do it.
Secondly, the new rep is often not sure what is expected of them in terms of direction and performance.
“Welcome to the company. Here’s your price book, now go out and sell,” is not a recipe for success or a viable On
Boarding Process!
Not having a process in place from day one results in the sales person losing direction and becoming frustrated,
and the business owner being disappointed and fearing they have made the wrong hiring decision. So how do you
fix this problem? First, regardless of the size of your organization, you must develop a written plan of action that
lays out specific actions, goals and timelines for the first 30, 60 & 90 days, with a continuing plan for the first year.
This may sound like a daunting task but it is actually much easier than you would think.
If you are the business owner & COE (Chief of Everything), you should look for outside expertise to assist you with
this process. This can be an inexpensive way to develop a quick start program allowing you to remain focused on
revenue driving activities. After all, you most likely hire an accountant, web-designer, and IT firm so why would
you attempt to self manage the one area of your organization which directly affects your bottom line? Each dollar
in lost sales opportunity is revenue you will never recover.
The complete 90 day plan needs to include goals, activities, product training, competition, prospecting, order
processing, customer service, market evaluations, performance metrics, as well as simple things like getting to
know your company and its people. Once you have a sales process in place, your new sales rep will be highly
motivated, more confident and able to perform better.
You may be a good driver but will you take the time to teach your son or daughter to drive or would you rather
they go to an accredited driving school? Besides, if they learn from a driving school, the insurance companies will
provide a discount. It’s a better ROI for you and less stress for your kids. The same theory applies to your On
Boarding Process. What’s the fastest way to make a new sales person profitable?
Studies show companies with a defined sales process consistently out perform those with no process. Aim Higher!
Robert J. Weese,
B2B Sales Connections
Robert J. Weese is managing partner of B2B Sales Connections Inc. He has a proven track record of success, with over 25 years
of direct sales, management and executive level business to business experience. Before co-founding B2B Sales Connections,
Robert gained marketing, sales and general management experience in broadcasting and business technology. For more
information, please visit www.b2bsalesconnections.com, or contact him directly at [email protected].
doc_268890213.pdf
In this detailed elucidation related to do you have a 90 day success plan for your new sales representatives.
www.b2bsalesconnections.com © COPYRIGHT 2009 B2B SALES CONNECTIONS INC.
DO YOU HAVE A 90 DAY SUCCESS PLAN
FOR YOUR NEW SALES REPRESENTATI VES?
Fortune 500 companies have a structured “On Boarding Process” which every new sales person follows. The plan
lays out detailed time lines and benchmarks, specific action items and goals. This formal process is great for both
the company and the new representative because it leaves nothing to interpretation and establishes shared
expectations. The initial training is structured and detailed; giving your new employee the knowledge and
confidence that your organization has a plan and intends to succeed.
The problem lies with many of the small to mid-sized businesses I work with on a daily basis. In most cases, these
are owner-operated companies where the on boarding process and training falls to the owner or manager of a
small sales team. Although the intentions are always good, I regularly hear from the new sales person that there
was no process in place and they spent too much valuable time trying to figure out what to do and how to do it.
Secondly, the new rep is often not sure what is expected of them in terms of direction and performance.
“Welcome to the company. Here’s your price book, now go out and sell,” is not a recipe for success or a viable On
Boarding Process!
Not having a process in place from day one results in the sales person losing direction and becoming frustrated,
and the business owner being disappointed and fearing they have made the wrong hiring decision. So how do you
fix this problem? First, regardless of the size of your organization, you must develop a written plan of action that
lays out specific actions, goals and timelines for the first 30, 60 & 90 days, with a continuing plan for the first year.
This may sound like a daunting task but it is actually much easier than you would think.
If you are the business owner & COE (Chief of Everything), you should look for outside expertise to assist you with
this process. This can be an inexpensive way to develop a quick start program allowing you to remain focused on
revenue driving activities. After all, you most likely hire an accountant, web-designer, and IT firm so why would
you attempt to self manage the one area of your organization which directly affects your bottom line? Each dollar
in lost sales opportunity is revenue you will never recover.
The complete 90 day plan needs to include goals, activities, product training, competition, prospecting, order
processing, customer service, market evaluations, performance metrics, as well as simple things like getting to
know your company and its people. Once you have a sales process in place, your new sales rep will be highly
motivated, more confident and able to perform better.
You may be a good driver but will you take the time to teach your son or daughter to drive or would you rather
they go to an accredited driving school? Besides, if they learn from a driving school, the insurance companies will
provide a discount. It’s a better ROI for you and less stress for your kids. The same theory applies to your On
Boarding Process. What’s the fastest way to make a new sales person profitable?
Studies show companies with a defined sales process consistently out perform those with no process. Aim Higher!
Robert J. Weese,
B2B Sales Connections
Robert J. Weese is managing partner of B2B Sales Connections Inc. He has a proven track record of success, with over 25 years
of direct sales, management and executive level business to business experience. Before co-founding B2B Sales Connections,
Robert gained marketing, sales and general management experience in broadcasting and business technology. For more
information, please visit www.b2bsalesconnections.com, or contact him directly at [email protected].
doc_268890213.pdf