From the course: Building and Managing a High-Performing Sales Team
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Smart sales rep onboarding
From the course: Building and Managing a High-Performing Sales Team
Smart sales rep onboarding
- What would you say if I told you that after watching this video you could improve your sales team's performance by as much is 20%? While most sales managers know that sales bonuses drive their team's performance, there are less known secrets that can have just as big of an effect. One of those is a smart onboarding process. In sports, it's routine for teams to practice plays they ultimately run during the game, so why not use the same strategy and sales? One way I do this is by recording some of my top reps' calls and playing them back later for new hires. You can record a rep on a call where you know they're likely to be at their best. For example, record a rep that's great at presentations going through their pitch, or record a rep that's great at nailing the close on a call where they're closing. What plays can they learn? First, timing. It's not just knowing what the right thing is to say but having the feel for…
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