New Sales Rep “See-Know-Do” Items



New Sales Rep “See-Know-Do” Items

Note: This is a “scrubbed” version of the See-Know-Do matrix I created for a software company. “VAR” stands for value added reseller, which refers to the independent businesses that sell the company’s software.

New sales people needed to learn about their employer (the VAR), about the software, and about the software company (referred to in this document—originally enough—as Acme Software Company).

The Table of Contents will show you what content areas were included in the matrix. As you can see, I included a couple of the content areas in the table format, so you can see how the tables looked.

This document was provided as a paper document and as an electronic document, so each VAR (employer) could add the key information to the table. I populated the table with all the key information I gathered from my interviews, and in the instructions below, gave simple instructions about how the VAR could add to their company-specific information.

If you use this well, it will save you a lot of time, plus provide with you tremendous amount of specificity and structure that will help your new hires get up to speed much more quickly.

Best regards,

David Lee

Purpose - This reference tool provides you with items to put in your new sale rep’s Weekly Action Plan. It is designed to help you create a more thorough, systematic orientation and onboarding process. It is also designed to save you time in tailoring your training process by giving you key items to copy and paste into your new sales rep’s Weekly Action Plan.

Overview - The items in this resource list are divided into content categories, such as Product Knowledge, Selling Skills, etc. (see Table of Contents). Each content area is then subdivided into “See”, “Know”, and “Do” categories.

← See = Items in the “See” category include things you want them to watch, listen to, or explore, such as websites, whitepapers, videos, experienced sales reps making calls, etc. By providing specific items and, when relevant, their URLs, you will help your new sales reps focus their attention on the most important sources of information. By organizing their learning this way, you will help them learn more efficiently and reduce the feeling of information overload.

← Know = This category comprises the specific knowledge they need to know related to a particular competency or topic, in order to do their job well. This helps the new hire identify the Key Result Areas related to learning.

← Do = This category comprises the actions the new sales rep needs to take in order to experientially learn the material and to be successful. The more specific and precise you are in outlining what you want the new sales rep to do, the clearer your new hire’s “road map” to success.

Tailoring This Resource List to Your Business - While this list is extensive, it is not exhaustive. Please tailor it to your needs by adding particulars related to your VAR’s offerings, as well as specific resources, action items, etc. that you find helpful for developing your new sales reps.

Note:

1. The two empty columns in the middle of these tables are there to make it easy to copy and paste items into the new sales rep’s Weekly Action Plan, which has a third column to denote completion of the item, and a fourth one to indicate degree of mastery.

2. The Items in the Table of Contents, including the “See, Know, Do” Items are clickable links.

Table of Contents

Industry Knowledge 3

See 3

Know 4

Do 4

CBIs 5

See 5

Know 5

Do 5

CRM 6

See 6

Know 6

Do 7

General Professional Development 8

See 8

Know 8

Do 8

Product Knowledge 8

See 8

Know 10

Do 10

Prospecting 11

See 11

Know 11

Do 12

Selling Skills 12

See 12

Know 13

Do 14

Acme Software Company Knowledge 15

See 15

Know 16

Do 16

Territory Planning and Management 17

See 17

Know 17

Do 17

VAR Knowledge: Offerings, Solutions, Value Proposition, etc. 18

See 18

Know 18

Do 19

VAR Knowledge: Policies, Procedures, Etc. 19

See 19

Know 20

Do 20

|Industry Knowledge |

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|See | | |Links (If Relevant) |

|Industry Websites | | | |

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|Product Competitors’ Websites | | | |

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|Reseller Competitors’ Websites | | | |

|(Put names here) | | |(Include URLs in this column.) |

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|Notes Taken During Industry Training Module | | | |

|Prospecting |

|See | | |Links (If Relevant) |

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|Prospecting Training Material From Orientation | | | |

|Notes from Prospect Training From Orientation | | | |

|Study Reference Selling At VAR Resource Center | | | |

|Call Guides At VAR Resource Center | | | |

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|Know | | | |

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|Process For Identifying Prospects | | | |

|How To Reach Decision Maker | | | |

|How To Get Appointment | | | |

|How To Overcome Resistance | | | |

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|Do | | | |

|Observe experienced rep making lead/cold calls. | | |Work with Mentor |

|Identify 15 target accounts. | | |Yourself |

|Start your own lead calls. | | |Yourself with Mentor |

|Debrief with manager: what went well, what didn’t, etc. | | | |

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