Mentorship programs are an invaluable learning tool for sales professionals. There is so much information and valuable insights that can be instilled in up-and-coming sales professionals as they refine their…
Mentorship programs are an invaluable learning tool for sales professionals. There is so much information and valuable insights that can be instilled in up-and-coming sales professionals as they refine their craft. The ability to have a mentor you can go to with questions about the sales process or to get career advice can be a game-changer.
Investing in a mentorship program for your sales organization not only benefits your people but will also benefit the organization. It can help boost performance, improve company culture, show your people you are invested in them, and it can help you attract and retain top sales talent.
Here are the steps you will need to take to set up a mentorship program for your sales team:
Get input from your sales team and the people who will serve as mentors to generate the framework for the program. Connect mentors and mentees to allow them to gain an understanding of the types of topics that will be discussed, frequency, location, and other logistics.
Clearly define how the program will work. Explain the benefits for all participants. Outline how sales reps will be matched with their mentor. Discuss the role the sales manager and other leaders in the organization will play in the program. Have some defined objectives and goals for sales reps to aspire to achieve.
Define timelines, processes, and create checklists for how the program will work. Customize this based on how your company operates and the responsibilities of reps. Outline milestones and ways that you are going to measure the success of the program.
Sales reps will eventually complete the mentorship program. The point when a rep is ready to graduate will depend on their personal situation. Expect some people to complete the program quicker than others. You will need to build some flexibility into timelines and topics to allow for customization based on individual needs.
Continue to adjust the program as it gets started. Note what works and what doesn’t. Make refinements to the program.
Compare the impact the program has on reps as they work their way through the program. You can measure your reps’ performance and review their efficiency. Look at things like the number of contacts, the creation of new opportunities, and revenue generation. This assessment will help you determine the level of success of the program.
Elizabeth is a sales recruiter that has led and developed multiple top sales teams in Canada in the Automotive, Retail, and Sports Industries. With 6+ years of corporate sales experience, she knows what separates a good salesperson from a great salesperson. She holds a Bachelor of Business Administration with a Specialization in Marketing and Accounting with Honours from the Schulich School of Business at York University.