Share what you know with millions of people
Focus is the best place to turn what you know into remarkable content
0
In your experience, how long does it take until a new rep is fully functional?
From your experience, roughly how long does it take until a new inside sales rep is fully productive?
Events
- Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
- Marketing Thought Leaders: A Conversation with Jamie Mallinger June 1 @ 11 am PT
- The Tricks to Paid Media June 6 @ 11 am PT
- Display Advertising for Brand Awareness June 20 @ 11 am PT
Related Activity
1 Answer
I like to say that a no rep, new or old is ever fully functional, there's always more to learn.
The key measurement tool I use is a rep is "functional" when they can deliver incremental sales at the non-discounted price level and it achieves the average level of profit. How long this takes all depends on the industry, type of selling, level of marketing support, and support / training the receive.
Minimally a person has to have at least 3 months, no matter what the sales job, this amount of time is needed for anyone no matter what their skill level is to be able to figure out the company and the culture.
3 Months though is just the minimum if it takes 6 months to learn the technical aspects of the business and the sales cycle is 4 months long then I would say it is at least 18 months before they're close to being functional. I reach this number by taking the length of the sales cycle "x" 3 and adding the length of time it takes to learn the technical aspect. If a person cannot demonstrate potential by that period of time then discussions needs to start occurring with the person to either determine if the potential is there or the person needs to look at other employment.
Answer This Question