Sales Management (The Brian Tracy Success Library)

FOUR

Start Them Off Right

You have heard the saying, “Well begun is half done.”

This idea applies very much to new salespeople. Once you have selected them and taken them on board, take care to start them on a solid foundation, from the very first day.

In studying the performance of thousands of salespeople over the years, one of the important discoveries I have made is that the way the person starts the job is going to determine that person’s performance not only in the first weeks and months, but even five and ten years later. In fact, long-term performance for salespeople is largely determined by what happens to them in the first ninety days.

Salespeople can join you with either high, medium, or low sales skills and experience. But even if ...