48 comments for “What should go into a new hire or sales territory turnaround plan?

  1. Mike Schlessinger
    June 24, 2009 at 8:39 am

    Start using a CRM or a system on day one. I think being organized in your approach is so important. This is not a commercial but a tip. salesforce.com offers a free account for one salesman. I use it and have adopted it to work for me. It is so flexible.


  2. June 24, 2009 at 9:32 am

    If your target market it measurable (you know the number of hospitals, clinics etc in your territory) you can use a targeting system to track how many you have contacted, eliminated and targeted as your prospect.

  3. June 24, 2009 at 12:20 pm

    Hey Mike and Cindy

    Thanks for the help and guidance… We are going to record the first segment later this week… I think we will do three episodes… What to accomplish in the first 30 days the next 60 days and finally 90 days.

    What do you think?


    Please post your ideas… It will help us a lot in producing the show… I will post up links to the Podcast as they come out… So far it looks like June 29, July 6 and then July 13

  4. June 24, 2009 at 2:56 pm

    really enjoy the show. (ESPECIALLY THE LAUGHTER) – we’ve sometimes found that with training complete ‘newbies’ for their new outside sales role, we have much more luck isolating them (to a degree) from the crusty, more seasoned reps, at least until they have their feet under them. a mentor/ride a long program is a must, but take extra, careful steps to have that first 30/60/90 day territory routine and attitude shaped by a company-man type manager rather than the spirit-crushing elder statesmen that seem to thrive on dashing the new guy’s dreams!

  5. Joe
    June 26, 2009 at 4:39 pm

    Hey Faron

    Excellent comment… I know of a few old crusty sales people that I wouldn’t want newbies taking after! LOL

    The Laughter… I think the show is an outlet for us… No matter how the week went we seem to feel much better after doing the show… It’s kind of our sales therapy… Hey there is a show idea here… Sales is a tough profession (i mean really tough) what if we did a show call “What is your sales therapy?”… Hmmmm drinking heavily???? LOL

  6. June 28, 2009 at 8:05 pm

    Buckle down, put in extra calls, run targeted mail campaigns (snail mail & e-mail), search all old leads/inactive clients and call on them, meet business contacts for lunch and ask for introductions to their contact base…

    Basically just my ass back into gear!

    – Matt

    P.S. If I win the “Comment of the Month” you’ll have to send the mug to Tokyo (pretty much disqualifies my comment just due to freakin’ postage, huh?)

  7. June 29, 2009 at 3:51 pm

    Hey Matt

    We changed our prize to a free copy of our e-Book Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal… Sending digital products are much cheaper! LOL

  8. June 29, 2009 at 9:59 pm

    I already bought it when it first came out…required listening for my team!

    I want the mug!


  9. Joe
    June 30, 2009 at 10:55 am

    LOL Don’t Tell anyone but we have a new one due out in Aug… on negotiating… It would be cheaper fro me to hand deliver a mug verses shipping it!

  10. June 30, 2009 at 6:37 pm

    Man do i struggle with this topic. I would definitely appreciate a discussion about what to do when the new hire doesn’t work out. 90 days is over, the guy/gal is making the calls but nothing has closed (or for long cylcle deals) nothing real is in the funnel. YOu have invested 90 days and training etc. do you tack on another 30-60 to see how it goes? If so why? Do you cut your losses and try again?
    Thanks in advance for your response. PS I agree with the NOT pairing a newbie up with the old and crusty. We all know there are some folks you keep because they make their number, not because they are great trainers or mentors.

  11. July 1, 2009 at 1:19 pm

    Mike & Joe,
    Your like the Todd & Tyler of Sales:}

  12. July 25, 2009 at 3:34 pm

    This is a response to Erich about the newbie who is failing after 90 days – when do you continue to invest and when do you cut and run? Unless the sales cycle is very short, like a commodity product sold over the phone, it is unlikely a sale will be started and closed in 90 days given the product and company training going on at the same time. As with most problems, you look back to the foundation: were there reasonable metrics set for the first 90 days? In a complex sale, metrics could include:
    1. Contacting at least X decision makers for the product/service
    2. Conduct at least Y substantive conversations with potential decision makers
    3. Build a prospect pipeline of at least Z qualified prospects

    The newbie gets measured against those goals, and they are reset for the second 90 days. On top of the metrics, you, the manager should be spending a good amount of your time observing and coaching this person. Listen to them on the phone and go with them on calls. Watch for the key indicators of potential success:
    1. flawless listening (not listening to figure out what they are going to say next)
    2. ability to quickly connect to another person and make them feel comfortable
    3. ability to interract in a consultative way, asking thoughtful questions, synthesizing information and probing for understanding

    Even if your newbie hasn’t sold anything yet, but they have hit on the performance metrics and show promise in the key indicators, they are probably a keeper.

  13. Joe
    July 28, 2009 at 5:00 am

    Hey All

    Thank you for helping us develop some content for the podcast. Your thoughts were valuable. For those who don’t know we have been producing a weekly podcast on selling for… oh almost four years. We have learned that some people like the audio format and others prefer the blog. So we started the SalesActionPlan for the readers!!!!

    From time to time we will cross the content like in this post to get some fresh ideas and we appreciate your contribution.

    Thanks again

    Mike and Joe

  14. July 29, 2009 at 10:59 am

    Joe and Cindy,
    I wanted to thank you both for your advice. I thought you would like to know i have implemented both of your suggestions with success. The metrics I had been doing, but i was not observing and coaching enough. This was enourmously helpful. I must admit I am a little peeved at myself for not thinking this myself. It just goes to show, sometimes you can be a little to close to your own situation. Thanks to you both.

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