It’s new hire season (at least over here at AG)! We’ve seen several new faces this week, and with college graduations just around the corner, we’ll be seeing even more! Jumping into a new lead generation or inside sales career can be intimidating, but everyone has to start somewhere. I really enjoy working with AG’s new hires, and I’ve come up with the following pieces of advice to help new inside sales reps start off on the right foot.
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Be yourself. There’s a reason why you only see sleazy salespeople in movies: Nobody can stand them in real life! Leave out how “revolutionary,” “money-saving” and “time-saving” your product is unless you want to sound like every sales cliché ever. Don’t overcompensate with what you believe to be “professionalism” by being overly proper and formal with prospects. While they may appreciate the intent, as everyone deserves to be treated with respect, talking to your prospects like they’re actual royalty can make you sound like you just stepped out of the 18th century. Be conversational in your phone calls and emails, and your prospects (and coworkers) will appreciate you for it.
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You’re in the real world now. In the same vein as being conversational, remember that you’re not writing an analytical essay or giving an oral report when you’re communicating with a prospect. Repetition is fine and even helpful in making a message resonate. “Fifty-cent words” are going to get lost in a voicemail or confuse people in an email. And you don’t need to cite your sources when you describe your product. Simple, short, and to the point are the keys to a successful prospecting campaign.
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Know your material. Nerves are normal for the first few calls. Even many seasoned inside sales reps have a “cheat sheet” available so they don’t forget anything in a call. However, I’d advise against having an entire script. As it turns out, reading from a script sounds a whole lot like reading from a script, and prospects don’t respond well to robotic, rehearsed messages. A few bullet points about common challenges or interesting product features should be plenty to help you along in your conversations.
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Ask for help. Rome wasn’t built in a day, and neither are good inside sales reps. You’re not going to have all the answers, but chances are that at least one of your colleagues has experienced a similar problem. Everyone remembers what it was like to be the new guy, and the majority of people out there are happy to offer advice when something is confusing.
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Don’t get discouraged. Nobody becomes the top inside sales rep overnight. You can have the best preparation in the business and still have a project that takes time to get going. I’ve seen new hires at AG get 3 or more opportunities on their first day, and I’ve seen others take a few weeks to get their first opportunity. The only way to get through a good start is perseverance.
Starting a new career anywhere is always a challenge, and sales careers are notoriously tough. Just like anything, the key to getting better is to train and practice. Keep working hard (and follow my advice!) and you’ll be successful in no time.
