Page 51 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

5
Setting Up a Predictable Sales Training Program

Let me tell you a story about a fictional salesperson named Sam and his
experience as a new hire at the fictional ACME Company….

It was Sam's first day at ACME Company. Filled with contrasting emotions
of nervousness and excitement, he looked up as a tall gentleman walked
into the reception area to greet him.

“Welcome to ACME Company, Sam,” bellowed Jim, the VP of sales. With
slicked-back hair and a stylish new suit, Jim welcomed Sam with a wide
smile and firm handshake.

“I am very excited to be here, Jim,” Sam chimed back with a nervous
quiver to his tone. “I really appreciate the opportunity.”

Jim was used to seeing these nerves on the first day. He put his arm around
Sam, making an attempt to squeeze out his new hire's first-day jitters. “We
have a great few weeks planned for you, Sam. You are going to learn from
the best. Remember when I told you about Sue, our #1 salesperson?”

“Of course, how could I forget?” replied Sam.

Jim continued, saying, “Well, that's great news. Over the next few weeks,
you are going to shadow Sue. You will observe her calls and ride along on
her appointments. Before you know it, you will be on your own, competing
with her for the top spot. How does that sound?”

“Remarkable, sir!” exclaimed Sam. “I can't wait to get started!”

Over the next few weeks, Sam diligently shadowed Sue. He listened to her
prospecting calls. He dialed in to her discovery discussions. He went on a
number of in-person appointments with her. He watched her close customer
after customer. It was amazing.

That said, some of Sue's sales tactics surprised Sam. On more than one
occasion, she was late to calls and appointments. She did very little research
on her prospects' companies. She didn't take an interest in their strategy or
priorities. She would show up with her pitch deck and just start talking.
Despite these behaviors, prospects loved Sue. Every meeting started with a