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.

    Mike

  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?

    PS

    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!

    Matt

  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.
    Erich

  15. May 12, 2010 at 12:24 pm

    I always watch Deal or No Deal on TV, what an exciting show and i love the briefcase girls too.**”

  16. June 30, 2010 at 9:12 am

    You did a good job.

  17. August 12, 2010 at 12:43 pm

    i always watch Deal or No Deal during my past time, what a great show and a great host,-“

  18. October 1, 2010 at 6:26 am

    “deal or no deal” was one of the biggest game show ever on TV’;`

  19. November 8, 2010 at 6:29 am

    Deal Or No Deal is one of the best shows that i always watch, i love the briefcase girls too “

  20. November 8, 2010 at 10:39 am

    Which is the best website which gives the complete information on the software testing..

  21. February 1, 2011 at 12:36 am

    After examine a few of the weblog posts on your website now, and I truly like your way of blogging. I bookmarked it to my bookmark website listing and will probably be checking back soon. Pls try my site as effectively and let me know what you think.

  22. March 31, 2011 at 2:54 pm

    I truly do dream i had the very same existence as these people

  23. May 30, 2011 at 12:41 pm

    Hi all! I just want to give a huge thumbs up for the very nice datas you’ve got right here on this post. I will likely be coming again to your blog for extra soon. This actually answered my downside, thank you for the information! Greets Hugo

  24. June 21, 2011 at 2:32 am

    F*ckin¡¦ remarkable issues here. I am very happy to see your post. Thanks so much and i am having a look ahead to contact you. Will you please drop me a mail?

  25. July 5, 2011 at 10:45 am

    Nice blog here! Also your website loads up fast! What web host are you using? Can I get your affiliate link to your host? I wish my site loaded up as quickly as yours lol

  26. July 8, 2011 at 11:19 pm

    ?????????????1000-2000??????????????????????????????? ????????????? ???????????????

  27. July 30, 2011 at 8:36 pm

    decoration website for your home

  28. August 25, 2011 at 6:01 am

    Hi there, I found your web site via Google at the same time as searching for a comparable matter, your site came up, it seems good. I have bookmarked it in my google bookmarks.

  29. August 25, 2011 at 9:28 am

    lollll

  30. September 12, 2011 at 4:41 pm

    I’m reading this publish and yes it seems fantastic! Nice way of writing and you’ve got expressed some outstanding things with this issue.

  31. September 13, 2011 at 2:08 am

    It was awesome to study using your article. I personally liked the couple of minutes which i spent looking through it and wanted to leave a comment to express that….Many thanks

  32. September 14, 2011 at 1:01 am

    Have you ever considered adding additional video clips in your websites to keep your readers much more interested? I mean I just read through the entire article of yours and it was quite excellent but since I’m more of a visual learner,I discovered that to become more useful. Just my my idea, Good luck

  33. December 9, 2011 at 8:25 am

    Your site is pretty cool to me and your topics are very relevant. I was browsing around and came across something you might find interesting. I was guilty of 3 of them with my sites. “99% of website managers are doing these 5 mistakes”. http://is.gd/gP5kZM You will be suprised how simple they are to fix.

  34. December 19, 2011 at 8:19 pm

    There are definitely loads of particulars like that to take into consideration. That could be a great level to carry up. I supply the thoughts above as basic inspiration however clearly there are questions like the one you convey up the place crucial factor can be working in honest good faith. I don?t know if best practices have emerged round things like that, however I’m certain that your job is clearly recognized as a good game. Both boys and girls feel the impression of just a moment’s pleasure, for the remainder of their lives.

  35. April 5, 2012 at 12:28 pm

    We manufacture any type of clothing and decorate them using sublimation. This means we will create anything and decorate
    and personalize it in full color graphics that last forever. We have no minimums. Most popular items are paintball, baseball,
    fishing, hoodies, jackets, shorts, track pants, lacrosse, hockey, yoga, pullovers, t-shirts, shirts, polo, softball,
    bowling – basically EVERYTHING!
    Custom Paintball Jersey

  36. April 11, 2012 at 9:41 am

    Todo el mundo tiene una idea general de lo que es el cordón umbilical? De todos modos para aquellos que no son conscientes de la respuesta a la pregunta, ¿cuál es el cordón umbilical? Estaremos discoing el tema en general y fácil de entender.
    cordon umbilical

  37. July 24, 2012 at 4:52 am

    Can I simply say what a reduction to search out somebody who really is aware of what theyre speaking about on the internet. You positively know find out how to deliver a difficulty to gentle and make it important. Extra folks must learn this and perceive this facet of the story. I cant imagine youre no more common since you positively have the gift.
    very good publish, i actually love this web site, carry on it!

  38. August 23, 2012 at 11:33 am

    The post of content is very interesting and exciting. I learned a lot from here. The content from simple to complex, So Disability MetLife has provided group disability insurance protection to employees through their employers for more than 50 years. While you can’t avoid the risk of disability, you can be prepared. Dental MetLife offers group dental benefit plans that help employees, retirees and their families maintain oral health while reducing out-of-pocket expenses and providing the superior …

  39. February 28, 2013 at 4:19 am

    Local Town Dealz delivers Bel Air’s best restaurant deals, spa deals, happy hour deals, nightlife deals, dining deals, Bel Air, coupons, deals

  40. October 11, 2013 at 7:29 pm

    Appreciating the persistence you put into your site and in depth information you present.
    It’s great to come across a blog every once in a while that isn’t the same unwanted rehashed material.
    Great read! I’ve saved your site and I’m adding your RSS feeds too my Google account.

  41. June 28, 2014 at 7:50 am

    cheap jerseys china|wholesale jerseys store

  42. January 2, 2015 at 8:52 am

    You post very interesting posts here. Your website
    deserves much more visitors. It can go viral if you give it initial boost, i know useful service that
    can help you, simply type in google: svetsern traffic tips

  43. February 9, 2016 at 9:54 pm

    Howdy, There’s no doubt that your site could be having web browser compatibility problems.
    Whenever I look at your website in Safari, it looks fine but when opening in Internet Explorer, it’s got some overlapping issues.

    I merely wanted to provide you with a quick heads up! Aside
    from that, wonderful site!

  44. Williamvacy
    May 6, 2016 at 2:12 pm

    Hi,I would like to start your dance class??

  45. July 25, 2016 at 8:04 pm

    I see you don’t monetize your blog, there is one cool method to earn extra income, it will work
    with your page perfectly, just search in google for:
    tips and tricks by Fejlando

  46. September 30, 2017 at 5:12 am

    Test it out! Prices start from. Picture: HM Sultan Qaboos.

Leave a Reply

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