BTM Event Video: Handshake CRO Kiva Kolstein – What’s important in the first two weeks of sales training?

Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion.

Eric @ BTM: 

What’s important in the first two weeks of sales training? Somebody comes in to your sales organization, what should you focus on as a sales manager to train that person?

Kiva Kolstein:

I think we’re going to talk about choreography later, how a seller needs to choreography the entire experience.  The same is true for the business, when it comes to training, you can not “wing it” or make it up on the fly.  The best sales training programs I’ve been a part of are navy seal style, you’re in early and you stay late for the first two weeks.  The entire day is blocked off, and you’ve got assignments to take home with you at night.  You are getting certified in this training on things like objection handling and product.  The key is that it’s really important to get the new hire out and somewhat productive by week three, which is when ramp really begins.