The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

5Setting 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 ...