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The Center for Sales Strategy Blog

I Just Hired a Green Salesperson. Now What?

I Just Hired a Green Salesperson. Now What

Starting a new job can be nerve-wracking, especially in sales, where the pressure is on to deliver results from day one.

As a manager, it's your job to not only set your new hires up for success but also to ensure they are a good fit for your team and company culture.

While experience and skills are important, don't underestimate the power of raw talent — it's often the key ingredient to a successful salesperson. But once you've hired a talented newbie, how do you turn that potential into actual results?

5 Power Moves to Turbocharge Your New Sales Hires 

Here are five power moves to turbocharge your new sales hires and send them soaring to success.

How to Make Sure New Hires Know Their Stuff

1. Set crystal clear activity expectations

In their first 90 days, make sure your new hires are laser-focused on the right activities that will set them up for sales success down the road. This could be a specific number of prospects to identify, appointments to go on, or needs analyses to complete.

2. Get to know them on a personal level

Take the time to learn about your new hire's unique talents and personality, and find out how they want to be managed. Ask them questions about how they want to be recognized for their hard work, how they want to be approached when they're struggling, and the best way for you to teach them something new.

3. Schedule daily huddles

A busy day can easily distract a new salesperson, so schedule 15-minute huddles at the beginning of each day to answer questions, celebrate successes, and ensure they're meeting their activity goals. This will not only help them ramp up faster but also boost their confidence as they build momentum.

4, Pair them with a seasoned mentor

A mentor who is dedicated to showing them the ropes and sharing insider knowledge can make all the difference for a new salesperson. This mentor should not be their manager or trainer but someone who can provide practical guidance and support.

Finding the Right Mentor

5. Hit the field together

Get out in the field with your new hires and start by having them shadow you. Demonstrate how you expect presentations to go and how you position your product. Dedicate time before and after appointments to discuss and review their progress, and have your new hire take detailed notes. When they're ready, switch roles and have them lead the meeting while you provide feedback.


Investing in your new hires' development is crucial to their success. Enroll them in a sales training program that aligns with your company culture and be a supportive partner as they go through the program.

By following these power moves, you'll set your rookie up for success and launch them into a successful career in sales.Coaching Sales Talent eBook

 *Editor's Note: This blog was originally written in 2016 and has since been updated.

Topics: hiring salespeople sales training