Bridging the experience gap –
You are only as strong as your weakest link.

What is the number one result you want from a newly hired or least experienced sales rep?

                                                               Brain exercise #2
Let’s twist our brains around a little today, shall we, and take a look at newly hired or least experienced sales reps and what is expected of them.

What is the number one result you want from a newly hired or least experienced sales rep?   Typical responses we hear is be to work on time, grasp our processes, learn our product or solution, do not create any problems, make some marketing calls, educate themselves, and if they sell something, that is a bonus.  So as we roll out our onboarding processes and training, the focus is on the rep fulfilling our basic requirements, and once completed, they will be totally effective at closing business, right?

Here is the exercise.
Ponder and answer the following questions,
1.       What is the number one result you want from a newly hired or least experienced sales rep?
2.       What is the number one result you want from the most experienced sales rep?

Every sales person is part of the revenue driving process, so why is the response not typically the same for both questions? They are both salespeople but experience dictates the results.  How might you bridge the gap so they are both equally effective?  As we break this down, experience is the primary differentiator. What if experience was a non-issue, what would the difference be?

Now,

What is ultimately the number one result you want from a newly hired or least experienced sales rep?
 
I feel the answer should always be closed business.

If we take control of our success we become the experience differentiator.  If our primary goal is to drive revenue, then we need to become a resource or leverage a resource to bridge any gaps that may impede our success.

Recognizing that driving revenue is the number one result,

What is the most important skill a newly hired or least experienced sales rep should master first?

Simply, generating and identifying opportunities.  From day one, the primary directive is to generate and identify opportunities. It is nearly impossible to close business without opportunities.

Now answer this,

If generating and identifying opportunities is THE number one skill a newly hired or least experienced sales rep should master first, How would your onboarding and training need to be adjusted?

When a new or inexperienced rep’s initial primary objective is generating and identifying opportunities you begin to achieve multiple goals.  All new salespeople require the assistance of management and other resources to move business forward, so the experience gap is easily bridged.  Focusing on driving and identifying opportunities establishes a solid foundation and beneficial habits as new reps move through the experience process.  Reaching out and speaking to customers and prospects becomes much less intimidating because “knowing everything” is not a focus from the beginning.  Generating and identifying opportunities becomes an instant win and positive experience for everyone involved.

When generating and identifying opportunities is the primary focus, leads begin to appear everywhere in our business and personal lives.  When the habit is to continually look for opportunities, the results are more productive and effective salespeople, a continuous flow of business and ever increasing revenue.

So finally, open your mind and give me twenty,

How can I have my newly hired or least experienced sales rep be as effective as my most experienced sales rep?

How would it need to look?

What would it mean to me personally?

 
And remember, lofty goals, require lofty actions and

It’s all about the Opportunities.

Happy Selling!

 

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