This is a week-by-week look at what our resident LGM experts recommend for sales managers. It’s specifically designed for EAs and AMs, but you can adapt it to any sales role!
First week of incorporation:
Naturally, the first week is quite intense in terms of learning, as the newcomer will be learning a completely new process. Here is a breakdown of what we do:
First morning: Immersion in the company:
The first morning, the onboarding process begins with an immersion skype databaseinto the company culture; the history of the company, its vision, when and why it was founded, current goals, etc.
This step is crucial as it provides new hires with background information that will be important in conversations with clients.
It’s these small details, fairly minor but nice to share, that provide context for where the company is coming from and where it’s going.
First afternoon: Demonstrations and learning:
That same afternoon, new hires have the opportunity to see product demonstrations, which provide them with information about the solutions they will be presenting.
Once they’re done watching the demos, they’re challenged to do their own product demo! Yes, on their first day.
Expert advice
Why do it?
In fact, when they see managers doing it, new salespeople think demonstrations are easy.
And that’s because seasoned professionals have practiced countless demonstrations. They know every joke, it’s like poetry, scripted to perfection.
So when it’s their turn to do it, everyone will mess up, it will be a disaster!
And you (sales manager) have to let them finish, even if it’s negative evaluations from teachers hard for them, you have to do it; you have to let them go through it.
Think of it as a rite of passage. Through it, they realize through experience that there is more than meets the eye when it comes to product demos.
Finally, create a “mock” demo in which you explain to them why you have decided to present it your way. You have been selling the product for three years and you know what works and what doesn’t. Share it with them and explain why you say certain things and how to say them.
Expert advic
During these sales demos, since this is a scripted approach, don’t let cuba business directory new hires create their own demos, as they neither have the time nor should they. They should stick to the script and use specific keywords that you know work well.
Second morning: Learning the call structure:
The next morning they have time to work on more demos, sales onboarding and at the end of the morning they do another demo.
If you are good, and after you have made it through the first day, you should start learning how a demo call works.
Example
That said, for example, a demo call at LGM lasts 45 minutes.
- 10-15 minutes for discovery.
- The rest to show the product and answer questions.
This makes it impossible to master the entire demo in just half a day.
What we do here is break the demo sales onboarding down into smaller chunks. We focus on the specific parts that they don’t master so well, like focusing one day on the identity tab and another on the lead enrichment part. Then comes the LGM inbox, CRM
Students work on these “bricks” during the first week if they usually participate in demonstrations.
This is repeated every morning for the rest of the week; watch demonstrations and learn how to do them.
In the mornings: Discovery calls
During the week off, mornings are reserved for what is known as “Discovery.” In sales, the structure of a first meeting, before you do your own demo, revolves around understanding the person’s needs.
It is the most difficult and important exercise for sales and that is why the new salesperson will do it during the entire first week.