There’s a myth that good salespeople can sell anything — it’s not true. Any number of things can change the dynamic of a salesperson’s abilities and success, testing their ability to learn and flex with the demands of their role. Not all sales skills are transferrable. A great advertising sales rep selling tangible goods may not be a great software sales consultant. A successful inside sales rep may flop doing face-to-face meetings. So how do you rise above this potential pitfall? With a solid plan for training and development.
Just because you hire an SDR with two years of experience that was consistently a top performer at their previous company, it doesn’t mean that they will automatically carry that success to their new environment. Early and consistent training is important, but micro-managing can be harmful. Tools like Fathom’s Request Help functionality empowers agents to be independent but provides immediate access to subject matter experts. Post-call transcription can monitor how closely a rep is sticking to their script, acknowledging buying signals and asking for the appointment without having to have the manager on the call with them – freeing up time and allowing the rep to become more comfortable with their own style of selling.
To dive deeper into the topic of setting your new BDR reps up for success from Day 1, check out the first post in this series, focused on Sales Readiness, or click here – we’d love to chat with you about your current processes!