The Importance of Sales Mentoring

In yesterday’s post, I began a discussion about the importance of mentoring in any sales organization.  And I related a story that happened during my freshman year of college.  Feel free to go back and read the story… I think I will too 🙂

Precious memories, how they linger…

Today we will focus our discussion on why mentoring is so important in the on-boarding of your new sales team members.

I believe that there is a bell curve in any sales organization.  Although the percentages may vary, the principle is the same. The new sales people who join any organization will fall into three categories:

1. Those who will succeed with or without you. This is normally a small percentage (10% or less).  They have the drive, skill set, experience and tenacity to succeed regardless of training or team relationships.
2. Those who will not succeed regardless of what you do.  This is normally a small group as well (20% or less).  For numerous reasons, they just leave the selling profession.  That is not a bad fact – just a fact.
3. Those whose success depends on you, your organization, their work ethic and their willingness to follow direction.  This is by far the largest group (70% or so).

Understanding how to equip and retain the third group (the 70%) will raise the success of an entire sales team.  Mentoring is the key to the success of that third group.

A great mentoring program will bring the following benefits to your sales team:

• New sales people are equipped faster and better.  You can educate in the classroom, however real sales training happens when someone is side-by-side with that new hire in live selling situations.
• Loyalty is built faster.  There is an emotional bond that develops between a new hire and a mentor when time is spent coaching and working together.  That bond extends to the organization when a mentoring culture is successful.  The decision to quit the selling profession is an emotional decision.  The loyalty bond that develops is also emotional – and when good mentoring is happening will counterbalance that “quitting” decision.
• Organizational growth is exponential.  A sales leader can only be at one place at one time and only has a limited amount of time to spend.  Having mentors in your team will multiply your time.

Tomorrow we will discuss the benefits that the mentor receives from the mentoring process.

If you are new in sales – find a mentor.[lightbox link=”https://jeffcwest.com/wp-content/uploads/2014/07/bears.jpg” thumb=”https://jeffcwest.com/wp-content/uploads/2014/07/bears.jpg” width=”300″ align=”right” title=”bears” frame=”true” icon=”image” caption=””]

QUESTION: Who would consider you their mentor today?