For reps with long sales cycles, a formal graduation event at the end of their ramp provides a crucial dopamine hit and validates their progress before they close a deal. Making it a big deal—with praise and a certificate—boosts morale and reduces turnover.
Define clear, non-negotiable success metrics for every single week of the ramp period, such as 'book one qualified opportunity' in week two. This fosters progressive discipline and allows both rep and manager to quickly identify if they are on track.
Overemphasizing product knowledge early in onboarding creates reps who default to feature-dumping. Instead, focus the first few weeks on the ideal customer profile, pain points, and objection handling skills to ensure they learn to solve problems.
Eliminate guesswork for new hires by providing a detailed calendar outlining the ideal week of a top-performing rep. This 'Road to President’s Club' shows them precisely when to prospect, prepare, and rest, creating a clear blueprint for success.
To overcome rep resistance to role-playing, leaders should use an 'Educate, Demonstrate, Role-play' framework. By demonstrating the skill themselves first—even against a challenging team member—they build credibility and foster a culture where practice is valued.
Don't wait for a scheduled training session. The moment a sales call ends, use the debrief to identify one area for improvement and role-play a better approach on the spot. This immediate, contextual practice is the fastest way to cement new habits.
Instead of immediately taking over a call when a new rep falters, guide them with a gentle prompt. A 'softball' question can remind them of the next step, reducing their cognitive load and helping them learn without completely derailing the opportunity.
To avoid distracting your team with non-urgent, half-formed ideas, create a personal note-taking system organized by person or topic. This protects your team's focus and allows you to address the ideas in a structured way during one-on-ones.
Instead of easing new reps in, immediately immerse them in realistic role-plays with difficult objections. This builds resilience from day one and prepares them for live calls in week two, allowing them to practice in a safe space rather than on real prospects.