172: Expectations Of Newly Hired Salespeople

<p>Expectations Of Newly Hired Salespeople</p> <p> </p> <p>Be they people new to sales or new to that company, there is always a delay in new salespeople producing results.  Sales leaders often have unrealistic expectations around how much a new person to the business can produce.  If they are already selling in that industry, product or service area and have an existing client base, then it is reasonable to expect them to get results pretty promptly.  In this day and age in Japan though where hiring new salespeople is like finding a lucky clover, we are often making compromises over who we hire.  Recruiting companies are charging us 40% fees of the first year base salary, so the cost element of the new person drives up the pressure to have them perform.  The money is going out like a flood with the new hire and their revenues are coming in like a trickle.  The issue is further compounded if you need English speaking sales staff, because they cost more in terms of base salary in the initial costs.</p> <p> </p> <p>Companies set themselves up for failure as well by giving the new salespeople superficial training.  The expectation is they already know how to sell, so all they need is product knowledge training.  There are usually two or three client visits with the sales manager, to show the newcomer how we do it around here.  There are problems aplenty with this way of doing things. </p> <p> </p> <p>Very few Japanese salespeople have ever been trained in how to sell.  They join companies, get a microscopic amount of OJT – On The Job Training – and then have to work it out for themselves.  This is who you are hiring.  Sending them off to get proper sales training is by far the best way to get them up to speed quickly.  They will learn how to get permission to ask questions, how to design the best questions, skills on how to offer the solution, techniques for dealing with objections and direction on how to close the sale.</p> <p> </p> <p>Given the absolute vast majority of Japanese salespeople ask no qualifying quest