Hard Way Mba

Troy and I were brought together, in a round about way, by Mike Weinberg and his phenomenal book, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development (affiliate link) We both highly recommend it and start the podcast talking about it. How do coach new business development reps to get in the game? What kind of expectations should they have? Understand sales story: Why do customers do business with you. Sales / call reluctance is based on fear of their knowledge (or lack of). They must get in front of the customer. Continuously refine the sales story. In a new position you must improve your mastery and delivery of the story. As a sales leader, it's important to make sales calls with them so you know where they need the help. You don't need to focus on activity in general. However, when you're new it's hard to look at just results. He looks at 'meaningful conversations' and 'new opportunities open'. Understand their sales process. Set realistic expectations about pace. S