LEADERSHIP DEVELOPMENT PROGRAM

HOW CAN I CREATE SUCCESS FOR NEW REPS

• Prejudgements based on ftr
• Modeling
• Employee engagement
• Goals

PREJUDGEMENTS BASED ON FTR

• Based on what the ftr looks like you may still not know the reps business or personal life
• If prejudgments occur it may halt the success of the trip or expectations of the rep to achieve
• Trends tend to tell you where does the rep need help; more orders, or larger orders
• How to bring up the order count from _ to _ or average order size from _ to _
• New accounts, 1+12/2+12, multi line orders, referrals, 4:30 runs,

MODELING

• Means that a trainee can learn to perform any task by simply watching another person you
• Awareness of what and how consistently you model the gears of selling is critical to success
• Style: challenged to find a phrase or process that fits the trainee personality/comfort zone that will help produce sales results.
• Process: as a trainer you need to evaluate your ability to keep the gears process simple and to be sure to repeat the basic phrases
• Always use the same process to show the company story. Use a pen, point out same highlight. Follow the same demo

EMPLOYEE ENGAGEMENT

• The extent to which employers commit to something or someone in their organizations~highly influences performance and retention.
• Rational Commitment: serves employers finance, professional self interest, development
• Emotional commitment: "true believers" when workers care, love and believe in what they do.
• How?? Let each employer know how important they are to the success of the business.
• Give opportunities to contribute, and help the. Believe in the worth and credibility to the company

GOALS

• Specific: Objectives are set a high levels. There needs to be detailed and clearly defined goals to reach the final objective. Ask who what when where and how
• Measurable: From X to Y, 4 sales to 8 sales. Clear, understood by everyone.
• Achievable: Is reaching the objective possible, has it ben done before.
• Relevant: Does the objective make sense to others and the company
• Time Bound: Is the deadline achievable, to long lose focus, to short give up

OVERVIEW

• Why?
• To help the reps improve production
• By modeling, breaking down close out trends,
• Goals
• Providing positive reinforcements using unicorns

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