MENTORING CHECKLIST

Management has placed great trust in your mentoring ability. Helping a newly hired salesperson get a good start is a rewarding experience. Use the checklist below to make certain you leave nothing out.

It begins with YOU, not them. They will learn more from what you do than what you say. Mentoring is a serious responsibility, treat it as such.

PRODUCT KNOWLEDGE- The newly hired salesperson needs lots of this. Help them find the answers. Teach them the importance of good product presentation. Show them where to study and how to operate the equipment designed for that purpose. You might be amazed at what you learn as well, a great benefit for you. Develop a chronological order of what is to be learned. Test the salesperson daily to see if they are learning.

COMPUTER SKILLS- If your company has a computerized customer tracking system help them become familiar with how to operate it and what information should be input.



PROSPECTING- Newly hired salespeople need to prospect. Help them write a letter of introduction to their family, neighbors and friends telling them where they are and how they can find them. Your manager can help with this activity; the important thing is to instill in the new hire the importance of self-generated business. Give them suggestions for prospecting methods using mail, telephone, e-mail and company records.

THE ROAD TO THE SALE- They need your help in understanding the importance of each of the steps. If you need a refresher you can find them here.

PAPERWORK- Help the new hire become familiar with each form and how to use it. Teach them to assemble folders with all documentation and have them ready for use.

ATTITUDE- A great sales performance begins with attitude. Check yours and check theirs every step of the way. Give them suggestions for reading material designed to motivate and maintain a positive attitude.

TELEPHONE SKILLS- Start with the basics of how to use the phone system. Teach them how to use the phone to propsect and follow-up.

DAILY ACTIVITIES- Following up with unsold prospects, product knowledge and selling skills are important habits to develop. Show them a routine to accomplish them all.

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