The Comprehensive 90 Day Orientation for New Salespeople

Dave Kurlan is a top-rated keynote speaker, best-selling author, sales thought leader and expert on all things sales and selling.

Yesterday I spoke to the Distributors for Billington Wines in Washington DC.  One attendee asked about my comprehensive guidelines for on boarding new salespeople during the first 90 Days.  I believe that most companies set their new salespeople up for failure.  I believe you should prepare your new salespeople for success.  While I have probably posted about this subject on various occasions, I’ll try to get it all in here.

Answer These Questions for your New Salespeople:

  • What are all of the problems we solve?
  • How many applications are there for our products/services?
  • Why are we better?
  • How are we different?
  • What is our brand promise?
  • How do we position ourselves in the marketplace?
  • Who are our customers?
  • What are their titles?
  • How do we get to them?
  • Why will they see me?
  • What does the first call sound like?
  • What is our sales process?
  • How do I navigate the process?
  • What are the questions I should be asking?
  • What kind of resistance should I expect?
  • How should I handle the resistance?
  • What kind of objections will I hear?
  • How do I handle those objections?
  • What does our competition say about us?
  • How do we sell against our competitors?
  • What are their strengths and weaknesses?
  • How do they sell against us?
  • How do you want me presenting our solutions?
  • How are our prices compared with the competition?
  • How do we justify our prices?
  • What are the expectations for me during the first week, month, quarter, year?
  • How will I be measured?
  • How will I be held accountable?
  • What if I don’t measure up?
  • What if I over achieve?
  • What is our organizational structure?
  • Who can I go to for help?
  • What kind of help can I expect?
  • How do I get the help?
  • Can you build a 90 Day Orientation Program for New Salespeople?

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