New Sales Rep – Expectations for Success

The good news is that you finally found and hired a new sales rep. These days, that’s not an easy task, so congratulations. Now, the goal is to help them ramp up and be as successful as possible within your organization. How that rep ramps up depends on their experience in sales and in the industry. Regardless of that, the other key factor is having clear, written, mutually agreed clear expectations. These should be able to answer the question – “how will we both know that this is working well?”

What I have seen is that the first 100 days of a new sales rep are critical to their future success. Those first days are filled with many new activities and opportunities to learn about your business. That could include communicating to their contacts about the move, understanding what your ideal client looks like, what types of work you really want, what kinds you will tolerate, and what kinds that you don’t want. What type of activities are you looking for, especially in the beginning? If it’s a rep that is relatively new to sales or the industry, what type of sales or product training will they receive and who will deliver it.

There are several factors to consider, and you’ll probably never be satisfied with the list that you come up with. Having 30, 60, and 90 day reviews with the sales rep, and using the expectations as a checklist, will be an important part of their success. I know that you’ll say that you’re in contact with them daily so these aren’t necessary. I disagree in that these reviews are a discussion on the things that you both agreed to up front. How are they doing in each area – excellent, satisfactory, needs work, unsatisfactory. From these discussions you can steer your coaching sessions with them so that if they are excelling in certain areas – encourage them. If they need work in certain areas – help them to improve. Don’t let too much time pass before you address things as it will only make it harder to have those discussions.

Congrats on the new hire – now you have as much responsibility as they do for their success. Make it a winning proposition by properly planning and coaching the sales rep to success. Please send any comments or include them below. Good luck and keep up the great work.

Mike Philie can help validate what’s working and what may need to change in your business. Changing the trajectory of a business is difficult to do while simultaneously operating the core competencies. Mike provides strategy and insight to owners and CEO’s in the Graphic Communications Industry by providing direct and realistic direction, not being afraid to voice the unpopular opinion and helping leaders navigate change through a common sense and practical approach. Learn more at www.philiegroup.com, LinkedIn, or email at mphilie@philiegroup.com.