Sales managers are expected to be able to develop their new hires. The traditional approach presented by new hire training fails to produce the results companies need. Reduce the amount of time it takes for your new sales people to generate revenue by creating your Revenue Accelerator Program™. It was a dog-fight, but you won! You fought off your competitors who were all pursuing the same sales candidate. The candidate accepted your offer. Time to wipe the sweat off your brow. Spike the ball! You are the winner! The hard work is over, at least until they arrive for their first day. Oh, that's right. They're going to show up and need to be taught stuff. Maybe you shouldn't have spiked that ball yet. Perhaps, this is more like a boxing match and you won the round, but there are more rounds to go.
You may find my next statement shocking. There is no such thing as a great sales person. You read correctly. Don't believe me? How many sales people have you hired with great pedigrees that have failed in your company? Five? Ten? Dozens? Assuming that the resume was an accurate representation of their skills and accomplishments, if they were truly a great sales person, how could they ... read more >>