Learn what being a member does for you
The Seller Styles
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Certified Master Sales Trainer (CMST®)
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
About Our CEO
Standards of Conduct
Common Questions and Answers
How your sales induction impacts on sales mindset!
Most companies have a sales induction for new recruits. Mostly they focus on learning about the company, the services/products and the skills required to make sales.
Most of the ones I review when working with clients have missed any form of relationship building, getting to know the person behind the role and most importantly…mindset development.
Its an indication of whether an organisation focuses on the numbers only…or on the people that deliver the numbers!
So here are my thoughts on what’s missing in most sales inductions…all of which are really easy additions:
Make them feel welcome and important
If you tell them to come in for 9am on the first day…be ready for them
Starting a new job is a big deal. Your new recruit is excited and wants to be a huge success for themselves and for you. Imagine the thought process when you are late to greet them…have I made a mistake?…is this an indication of how they treat their staff?
I could go on because the list is enormous. How you greet them cements their decision to join you was a good one. Block out your diary to do the initial meet and greet and to make them feel they are important and valued.
Make sure they are taken care of
There will be a number of people who are involved in the sales induction process. Make sure that everyone takes responsibility for their part in taking care of the new recruit and their learning journey.
It’s crucial that you agree what the key learnings are and that these are effectively communicated. When each person has completed their session with your new recruit, they personally take them and introduce them to the next person taking care of them. This is a great way to make them feel part of the team and to build collaborative relationships.
Please, please, please DO NOT put them in front of a screen to do onboarding training all day with no human interaction. This is NOT the best way for your new recruit to learn.
Always make sure they have lunch with one of the sales team. Brief the sales person on what you would like them to do. For example, you might ask your best negotiator to share what they love most about negotiating with clients and to pass on their best tips. You might ask your most experienced sales person simply to check out how they are feeling about their learning journey. Don’t put them with the most convenient sales person just because they are there…especially if they are in The Valley!
Make it a strategic part of their induction.
It’s so important to check in with your new recruit at the start and end of each day.
The start of the day is to check in with how they are doing, to get a feel for how much they are picking up…and to get them in the right mindset to maximise the day going forward. You can set them specific outcomes to give them increases focus. Use all your coaching skills to get under the surface as there could be a desire to say the right things so early in their career.
The end of day check-in will give you an indication of what they have taken in, what they enjoyed most and the challenges they experienced. It’s important to calm their ‘performance anxiety’ in the early days as this will get in the way of their development. Use your coaching skills to encourage, develop and support their journey. The way they close the day has an impact on the way they start the next day.
These check-ins are also an opportunity for you to get to know the person…their hopes and aspirations…their motivations…their values — all the things you need to know to lead and inspire them to high achievement.
As a sales leader, these things are easy to include in your sales induction programme and go a long way to your new recruit starting their career with you with a positive can-do mindset.
By simply focusing on their mindset, you have planted the seeds of great thinking and behaviour…and if they keep getting the same level of coaching and learning you will always have a high performing team.
Until next time,
PS If you haven’t got a Sales Induction Programme that incorporates Sales Mindset then please get in touch. We have seen new recruits go straight to the top on month one because of our sales induction programmes!
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking