Steps for Success: When Hiring A New Salesperson

by blogadmin 21. January 2020 04:23


Hiring a new salesperson can be stressful, even in the best of circumstances. The question is always how to get them started and achieve results in the shortest amount of time. Typically, managers show the new salesperson to their office and expect them to find their way from there.

Instead, be prepared to help them before day one by coaching them to work at it and practice the right steps every day. Many professionals in sports and business have a coach, some have several coaches. I personally used a sales coach for years and feel it made a significant impact in reaching my goals.

As a manager and leader, it is part of your responsibility to ensure they have tools available to reach their goals. Providing a new salesperson coaching on the following elements would set them up for success from the beginning.


  1. Goal Setting: Set goals on day one. The number of sales calls, appointments, closings and revenue booked.
  2. Prospect Database: Establish a data base with a minimum of 500 businesses, that are your ideal prospective clients.
  3. Sales Process: Memorize the sales process. Role play it frequently to get it embedded in their vocabulary, and it seems natural.
  4. Relationship & Trust Building: Coach them on how to quickly build relationships with prospective clients and gain trust.
  5. Differentiators: Memorize at least 12 proactive service differentiators.
  6. Cold Call Process: Teach them a process that boldly gets the buyers attention and leads to appointments, and revenue for your organization. Sales calls should be that, a sales call! If you are not focused on the goal, you run the risk of being nothing more than a visitor and wasting everyone’s time.
  7. Coaching Sessions: Should be weekly and at a scheduled time. You as a coach should be available during the week for a quick conversation to help keep your salesperson focused on their goals. You should be prepared to give honest feedback, based on their weekly effort and activity.

Taking these steps will ensure your salesperson is off to a great start and that you will see results quickly. Don’t leave success to chance!

All the best,

John Karle  

Special Days

by blogadmin 2. December 2019 11:07

Oh No! Rejected Again.

by blogadmin 26. June 2019 03:16

John Karle | Leadership In Action | Sales Edition

Many salespeople lament the fact that they suffer so much from rejection in their work. When someone says, "No" to their proposal, the go back to the office deflated. It can be discouraging.

However, there is a flaw in assuming they are rejecting us. Sales is more about identifying the needs of the other party and then developing solutions to meet those needs. Nowhere in that equation is there an evaluation of us. When someone says "No" to our proposal, it is about the proposed solutions. Certainly, we can learn to be more intuitive and effective in our sales work, but it is not a rejection.

If someone feels our solution is not the answer or that the timing isn't right, they are simply stating their current needs. Successful salespeople learn to navigate those experiences and learn from them. They do not take it personally, but rather glean a deeper understanding of how to serve others well.

Personal Challenge:

-How can you view "No" as an opportunity to learn and grow from the experience?

-What did you miss in the preparation or proposal that you can change for the next time to reach a different result? 

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