It's your job to set new sales reps up for success

04/24/2012 | Eyes On Sales

Hiring a sales representative should be seen as an investment, and you must have a program in place to ensure each new hire reaches his or her potential, writes Lee Salz. When developing such a program, it's a good idea to think about what knowledge and skills you want the sales hire to gain, he writes. "Plot the program components over several weeks in a logical sequence that is paced such that your new seller has every opportunity to succeed."

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