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Helping New Salespeople Succeed



Helping New Salespeople Succeed
   

Our son read 130 pages to us at bedtime when Mommy usually reads to him. He's always too tired to attempt sounding out words but tonight he read two 65 page books. And when Mommy helped him with the one word he had trouble with, he said, "It's OK, I don't need your help Mommy!" And he laughed so much harder when he heard the funny words coming out of his own mouth. He reread one funny passage five times he liked it so much. And he was so proud of himself he just wanted to keep on reading, and reading, and reading. He was still reading when we checked in on him a half hour later.

The same phenomenon takes place with salespeople. Not just new salespeople, but veteran salespeople too, who find themselves with new companies, industries, products or services, or calling into new markets.

At first, they just want to listen. Then they want you to go with them and help them do it. Finally, at some point, just when it seems like they can't do it by themselves, they successfully read the call, execute the entire process and have a great big smile on their faces, so proud of what they accomplished. Finally, they don't need your help anymore - you might screw it up!

As their manager, you must have the patience to allow this to happen, while at the same time having the urgency to push them along, coach and encourage them, provide constructive criticism, and make sure they're performing enough activity to drive results.

And then one day, when you aren't expecting it, they surprise you and read you the email they received from the client or customer they just closed.

When you are consistently hiring the right salespeople, it gives you greater confidence to demonstrate the patience required to develop them. When you play the numbers game and know that half of the people you bring on won't stick, it's difficult to differentiate between a slow bloomer and a chronic failure.

Helping New Salespeople Succeed - To learn more about this author, visit Dave Kurlan's Website.

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Dave Kurlan
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Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2.
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Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
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