How to Keep Young Sales Reps from Crashing and Burning

Careful hiring. Identify the character traits, personality traits and sales competencies which would be possessed by a successful sales hire.

A thorough introduction. Install a 90-day ramp-up process that includes training, introductions and celebrating progress points.

Learn goals and expectations. Have sales reps complete a goal-setting sheet detailing the amount of money they need to survive and the additional amount to sell to fulfill a better lifestyle.

Customized coaching. Develop a scavenger list of 10 personal and important things to know about each rep. What you learn will help you tailor your coaching for each rep.

Develop a plan. Help each rep develop a sales plan, and show him or her the activity levels necessary to reach his or her goals.

Lance Cooper is the author of "Selling Beyond Survival: The Essential System for High-Activity Sales Professionals." For more information, visit sellingbeyondsurvival.com.

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