The 16-Minute Exercise That Turns New Sales Hires into Top Performers 3X Faster

This post was originally published on this site

how-to-onboard-new-sales-hires-compressor-739515-edited.jpgI always have lived by the motto, “Time and pressure make diamonds.”
In business, we always have enough pressure but never enough time.
This being said, when new hires start in sales, marketing, or any department, I do something with everyone which is extremely unconventional — yet always yields amazing results.First, I set the expectation their first day will be unlike anything they’ve been through before. I also share the fact that every single person in the company has been through the same process, which highlights the common bond the training creates.Second, I introduce them to the HR onboarding manager to go through the necessary procedures.That normally takes the first part of the day. Then the real challenge begins.I sit the new hire down at a desk in the corner with only four things on it:A penA piece of paperA phoneA one-page summary of what our product doesI give them 15 minutes to study the material and return with the challenge.In my hand is a piece of paper with 10 numbers. “Please dial these and do your best to sell our product.”Often the most common reaction is an open mouth.I hear comments like “I don’t know their names” or “I’ve never done this before.” But I insist, telling them that I will be here to listen.On average it takes four dials for them to connect with someone. Then all hell breaks loose.The new employee doesn’t know how to introduce themselves. Some of them open with “Hi, this is [name] from [company name]; how are you today?” — and immediately receive verbal abuse.Others panic and start apologizing. Some people just get up and walk out. I never ask them back.For most people, the call lasts about 30 seconds to a minute, with the new employee sweating profusely and looking up at me in distress.I extend my hand and state:“Welcome to the family.”

Check Also

Get the Full Benefits of Your Marketing Automation

This post was originally published on this siteOne common misconception about marketing automation is that …

Leave a Reply

Your email address will not be published. Required fields are marked *