In the evenings: Call Shadowing
Posted: Thu Jan 23, 2025 10:01 am
The rest of the afternoons are spent on calls, where the trainees shadow experienced salespeople or even the manager.
After each call, they have to take notes and ask questions.
Expert advice
For new hires
As we've said before, be smart and ask lots of questions! Make it difficult for the manager (or whoever is shadowing)!
However, avoid interrupting the call at all costs! You don't want to put the guy on the spot during a sale.
Just take notes, and allow the sales manager extra time to ask questions after each call or at the end of the day.
Feedback and coaching are essential components of this process, and notes are given to the coach for vp engineering email list discussion. Mentees receive debriefings at the end of their call sessions.
Second week: Focused training
During the second week, depending on your level of confidence in the student, you may want to start allowing them to make real calls with clients.
As we said before, you don't want to put this off too much, it's important for them (and you) to see how they handle themselves in a real situation as soon as you feel they're ready.
Expert advice
Expect initial difficulties; they will make mistakes, but it is part of the process. You should assess their level fairly quickly.
It's risky as they're likely to have some bad calls, but it's all about seeing how they progress!
When they make calls, you accompany them and let the client know that you are there to support them as their backup. Introduce the apprentice and let them work their magic.
Deeper learnings:
During the second week, the emphasis is on deepening knowledge and skills.
Example
In the case of LGM, for example, we focus on complex prospecting strategies, how to read and analyze data from the Reports tab, etc.
Product training sessions continue, along with mock or “fake” discovery calls, each with a different person. For the rest of the week, work is done on the elements that have been determined.
After each call, they have to take notes and ask questions.
Expert advice
For new hires
As we've said before, be smart and ask lots of questions! Make it difficult for the manager (or whoever is shadowing)!
However, avoid interrupting the call at all costs! You don't want to put the guy on the spot during a sale.
Just take notes, and allow the sales manager extra time to ask questions after each call or at the end of the day.
Feedback and coaching are essential components of this process, and notes are given to the coach for vp engineering email list discussion. Mentees receive debriefings at the end of their call sessions.
Second week: Focused training
During the second week, depending on your level of confidence in the student, you may want to start allowing them to make real calls with clients.
As we said before, you don't want to put this off too much, it's important for them (and you) to see how they handle themselves in a real situation as soon as you feel they're ready.
Expert advice
Expect initial difficulties; they will make mistakes, but it is part of the process. You should assess their level fairly quickly.
It's risky as they're likely to have some bad calls, but it's all about seeing how they progress!
When they make calls, you accompany them and let the client know that you are there to support them as their backup. Introduce the apprentice and let them work their magic.
Deeper learnings:
During the second week, the emphasis is on deepening knowledge and skills.
Example
In the case of LGM, for example, we focus on complex prospecting strategies, how to read and analyze data from the Reports tab, etc.
Product training sessions continue, along with mock or “fake” discovery calls, each with a different person. For the rest of the week, work is done on the elements that have been determined.