First is the discipline of follow through on using time effectively. This entails both the sales trainee's time and the customer's time. Let me build on this, for the sales trainee it means being disciplined in using time effectively and in particular not picking up the bad time wasting habits other sales people they might be working with probably have. Second, the customer's time, this means following through with what you say you're going to do before the customer expects you to do it.

Time is the most valuable asset anyone has and it's also the hardest for new salespeople to grasp but there is no way a salesperson can ever be a high-performing salesperson without first understanding the true cost of their time.

Brian Gilbert

Sales and Business Development, Toolbox.com

Posted on Dec. 14, 2010

The first move is to expect a certain degree of open-mindedness in the sales trainee. The word "trainee" pretty much denotes someone new to the sales field, so breaking any bad habits or ill-formed expectations is probably not a big concern.

In no particular order -

- Time Management - I definitely agree with Mark Hunter. Time is the only commodity you cannot create more of.
- Method - Right out of the gate I think a process that is repeatable is important. I think finding a groove is key, especially with early confidence.
- Emulate - try to allow your sales trainee to spend some quality time engaged with the high performers on your team, focusing on the tricks and tips that allowed them to ramp up and be successful. Be mindful that your senior tenured reps will have a much different workflow, but find aspects of their skillset that will positively impact your trainee.