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Good question
October 10, 2007

In a seminar yesterday I got this question: “What should I look for in a new rep? I mean, how do I know if he/she will make it early on? Where should my focus ”

Good question, and one that I get frequently in one way, shape or form.  Here’s my thinking:

Day 1-45
Focus: Activity
Be aware of the rep’s day-to-day efforts.  Look for organization and preparation.  Your expectations need to be that the rep will make mistakes (though hopefully making different mistakes from the day before), ask questions and show a great deal of effort.  In these first six weeks, Activity is king!

Day 45-90
Focus: Activity and Appointments
By now, the rep should be making a steady flow of appointments. That effort should be paying off and he/she should be getting some face time.  How much?  It will vary, of course, but I’d say that 2-3 appointments with NEW prospects per week would be about right?  If not, you have a problem  The source of that problem could one of three major things: Lack of activity, wrong target, or wrong message.

Day 91+
Focus: Activity, Appointments and Tangible Results
For sure, you should have made the thumbs up/thumbs down decision, but in case the rep is still standing, your judgment should be centered on more tangible results, such as number and size of quotes as well as sales volume.  It is important that you listen to your gut instinct on whether or not you are being bamboozled.  After all, they are in Sales for a reason!  But if everything smells right, you are likely to have made a good hire if the rep is showing this kind of forward progress.

Got it?

Posted by Bill Farquharson on October 10, 2007 | Comments (0)