How to give every salesperson the best start to their sales career

This is how most salespeople are inducted into their sales careers:

“Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts and the products brochure which outlines all the products we sell. I also want you to meet our best salesperson, Ben. He is awesome. As part of your induction I want you to go out on the road and learn to be just like Ben.”

That’s it, give or take a few iterations.

Rebecca is thrown in the deep end and at best asked to mimic Ben with no real context, no reference points, no framework or sales process to follow. Rebecca is being asked to learn selling and all its complexities by default not design.

Is that the way we would train and induct mechanics, engineers, doctors, accountants, and so on? We would hope … read more by subscribing.