New Hire Training

Getting new sales hires up and productive is always a major challenge for sales managers. Stage One can assume this responsibility, freeing you to continue driving the close of revenue opportunities.

Different Drummers Yield Risky Results

All too often, companies building a sales team simply hire veteran salespeople with relevant product experience and existing relationships at target accounts. The expectation is that sales professionals who performed well at prior companies will do so again, so they are often left alone to pursue prospects in their own unique way.

This wishful thinking creates a sales effort that has little consistency, predictability or quality control, and places the company’s financial performance and reputation at risk. In addition, a sales force operating as disintegrated individuals makes it difficult for the firm’s supporting cast—including product marketing, engineering, customer support, presales and post-sales support professionals—to effectively and efficiently support the sales effort.

Building a Team of Disciplined Professionals

New hires need confidence to represent the company and articulate the value proposition of the product or service. They need to believe in the management team and their vision for the company. This cannot be done in a day or a week but must be done quickly so they can start contributing to the company’s selling efforts.

Stage One knows how to orchestrate this development process. We have a 2 week program that is tightly scheduled and aimed at preparing sales people to begin building lasting company relationships, in a manner that suits your company’s style and character.

Sales Process Training

We begin with the selling process. Your company’s success depends on your ability to train and track your proven process for converting leads into closed deals. We focus on identifying and measuring a well-documented, ideal sequence of activities and milestones that lead to predictable, sustainable and continuously improving sales results. Upon identifying or developing your sales process, Stage One coaches your sales team to:

  • Follow and manage the standard sales process
  • Work with the rest of the company in a consistent fashion
  • Document and work toward critical milestones in revenue opportunities
  • Forecast and report account progress consistently and continuously

Company Messaging

Understanding how to sell, the sales team is next schooled in conveying the company’s positioning in the market to distinguish it from competitors. This is done by training the sales team in articulating the company’s vision and the messages created to convey the value proposition of the products and services offered. This involves scheduled sessions with the CEO and each of the vice presidents so they can impart their vision and knowledge of the mission, the market, the innovative solution offering and the opportunity for growth.

The final stage of the program focuses on exercises and in-depth training in the materials, systems and tools in place to guide the team members to sell. Once completed, new sales team members understand how the company sells, the messages and materials that convey the offering and exactly how the team works together to build lasting customer relationships.

Stage One Partners Home