Sometimes the new guy isn’t just some intern working in the back office. Sometimes it’s a new member of your sales team. But like any new hire, there’s a typical chance that they need a lot of help working with your business’ older appointment setting process.
You might think that this could be due to your marketing strategy, the tasks you may (or may not) have outsourced, target industry etc. That’s partially correct. The other part though is that they could still freeze up when it’s their turn to finally meet a prospect (regardless of how good your marketing is).
Imagine this, it’s their first day on the job and they got their first appointment. For your veteran sales reps, that seems no biggie. You have a source of sales leads, a system for scoring them, and a calendar for the actual appointments. Even the new guy is bound to have one right?
You might be overlooking something though: They’re still the new guy. Not only are they unfamiliar with your marketing process, that unfamiliarity leads them to be really unfamiliar with prospects. Here are a few suggestions:
- Their fears could start with the workplace – If they already have some fears in your workplace, then logically that might carry out in their conduct with your B2B customers. They might fear them just as they might fear the boss. So before sending them out, see what you and your marketers can do to help them get over those fears.
- Check previous experience – They may have gone to the right school or scored big sales in a previous employment. That doesn’t mean they stop learning. They may have never engaged in a real webinar or conducted a sale purely over the phone. To help them familiarize, you use their previous experience as a reference.
- Information gets too much – Whether it’s the CRM interface or just the style of delivery, sometimes the information can be a little bit more than the new guy is used to. Seeing as B2B marketers are already called to go visual, why limit that courtesy to just prospects? Help your new sales rep understand the information delivered to them so they’ll know how to use it.
- Always appreciate feedback – New or old, sales reps have every authority to critique a marketing strategy. Maybe their past experience could actually give you ideas to improve your appointment setting process. You won’t know until you hear them out.
Preparation is a basic step when bringing in any new hire. Marketing and sales are not exceptions to this rule. The responsibility is shared between both departments to ensure the new guy gets up to speed.