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Critical Questions
Answer These Questions for Your New Rep
Walter CrosbyAnswers to Success
Your salespeople need to learn your company story, and how to differentiate.
It is the company's responsibility to provide these answers.
This messaging is more important that product training.
22% of turnover occurs within the first 45 days.
You can reduce turnover, and improve succuss of your new reps with structuring a program that delivers the necessary information to your sales team!
Differentiation
Why You Are Different
What are all of the problems we solve?
Why are we better?
Why are we different?
How do we position ourselves in the marketplace?
What is our brand promise?
How do we position ourselves in the market?
Buyer Profile
Who is our ideal customer?
Who are our customers?
What are their titles at the company?
How do we get to them?
Why will they see me?
What does the 1st prospecting call sound like?
What is Our Approach
Define your sales process & methodology.
What is our sales process?
How do I move through our sales process?
The New Reps 1st Week Should be Scheduled on their Calendar when they open it.
What are the questions I must ask?
What level of resistence will I encounter?
How do I handle the resistance?
Are there typical objections?
What does our competition say about us?
How do we sell against our competitors?
What are their strengths & weaknesses?
How do they sell against us?
How should I be presenting our solutions?
Expectations and Structure
What are the expectations and support structure?
How will I be measured the first week?
How will I be measured the first month?
How will I be measured the first quarter?
What are the expectations for the first year?
How will I be held accountable?
What if I don't measure up?
What if I over achieve?
Who can I go to for help?
What kind of help can I expect?