All sales reps have a learning curve, whether it’s for their specific company or the promo industry in general. It may take reps a few weeks to get a solid footing, or it may take much longer. As they become more familiar with their role, their confidence and productivity will naturally increase.
How can you, as a leader, guide new sales reps through the learning curve? It helps to understand what’s coming around the bend for them. When you know where they are in their journey as a new employee, Anthony Iannarino, a renowned sales expert, says you can give them the strategies and tactics they need to master each skill.
In this issue of PromoPro Daily, we outline Iannarino’s thoughts on what new B2B sales reps can expect as they progress through their learning curve.
1. Landing a first meeting. It can be difficult to secure a meeting – even for experienced salespeople. Leaders and other decision-makers are busy. They typically won’t free up their time for just anyone. According to Iannarino, those who are comfortable asking for what they want will get through this part of the learning curve easier than those who feel less confident asking for a meeting. How can you help your sales reps? Show them how they’re creating value for their prospective clients.
2. Conducting a first meeting. Once your new salespeople get a meeting, what do they do next? Iannarino says the next part of the learning curve is getting comfortable talking to a decision-maker. The new rep needs to believe they belong in the room. They should also learn how to build rapport without wasting time. Most people prefer that sales reps have the conversation they asked for when they booked the meeting. Save the more personal conversations for after the meeting.
3. Creating value in the sales discussion. According to Iannarino, this is the steepest point of the learning curve in B2B sales. To get through this part of the learning curve much faster, he says salespeople must be willing to do what others refuse. Try reaching out to a more experienced salesperson. Offer to take notes for them if you can join them on a first meeting with a client. Then, after the meeting, ask the other salesperson why they asked specific questions or answered the client’s questions in a certain way.
4. Booking the second meeting. Part of the learning curve for new sales reps also involves scheduling a second meeting – and actually getting that meeting. Some prospects will ghost sales reps in advance. They may suggest the salesperson call or email them next week to book a follow-up discussion. When this happens, Iannarino says the sales rep failed their audition. They didn’t create value in the first meeting. It’s essential, he says, to master the skill of booking the next meeting before ending the current one.
5. Asking for the business. There’s an art to asking for the business. New sales reps need to get comfortable asking for the opportunity to work with a prospect. This takes time and practice. But like Iannarino says, there’s no point in doing all the work to get to this point if you’re not going to ask for the business. Remember that at this point, you’re likely to get a “yes.” If the prospect wasn’t seriously considering you, you wouldn’t be sitting across from them right now.
Every new job requires navigating a learning curve. New B2B sales reps should prepare for the situations above to get through the learning curve faster.
Compiled by Audrey Sellers
Source: Anthony Iannarino is a sales expert, internationally recognized speaker and best-selling author. He’s the founder of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting firm.
