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How about teaching *new* dogs "old" tricks? How many Jr. Reps have read page 1 of Konrath, Gitomer, Rackham, et al?
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This is always a challenge, New or Old dogs. For some reason sales people have this belief that continuous improvement is something for anyone but them.
Here is an idea, when onboarding a new salesperson, make it a requirement they have to read or study certain sales books and pass a test on the content?? If they are unwilling to do so, the action is telling...
Currently we are utilizing a new platform that provides the means to do this very quickly, easily and testing and feed back are available.
So far the results have been faster start-up and higher production.
When selecting "new dogs", ask them what formal sales training they have had, and then what books they've read on their own -- and what they took away from them.
After they're on board, the best approach is probably to lead by example: talk about (and share) sales books that you and others have found helpful, and specific ideas or examples that have been applied successfully within the team for better performance.
In addition to books, the discussion with these "new dogs" could also include sources online like blogs, webchats, webinars, and useful gathering places -- like Focus!
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