How To Share Sales Best Practices And Knowledge With New Sellers
In many industries, the best sales reps have been in the business for decades, and know the products, buyers and sales best practices inside and out. But as these experienced reps retire, organizations must plan to transfer their knowledge to a new generation of sellers.
For many sales teams, establishing a mentorship program is a good start. The more experienced reps have learned lessons in discipline and sales best practices that might take years for a new person to learn on their own. A mentorship program is a great way for older reps to pass along that knowledge.
The new employees, for their part, also have knowledge to share through mentor relationships. They tend to be more knowledgeable when it comes to new communication technologies and social patterns.
Reviewing sales analytics together and sharing insights makes for a great mentorship activity. Having data is one thing, but understanding the context and reasons for different trends requires experience. Other opportunities for mentorship include reviewing the details of a challenging win and a painful loss to understand sales best practices. Often, you learn more from a loss than a win, and remember those lessons longer.
In a sales organization, each rep has individual knowledge, and also shares in organizational knowledge — things everyone understands. A mentorship program helps leverage individual knowledge into increased organizational knowledge.
The Tellwise Nutshell (TTN): Effective mentorship programs play an important role in on-boarding and ramp-up processes for new salespeople. These kinds of knowledge-sharing practices benefit the individuals involved as well as the organization. Young employees bring fresh perspectives to business processes that more experienced people might overlook, and older reps offer a deeper understanding of sales best practices and how they evolve over time.
For more tips on sharing sales best practices, check out the Tellwise Tipsheet.