When any company hires a tele-prospecting rep, of course the company is in a hurry to get them to generate new business, and wants them on the phone ASAP! But it ends up being a better investment of time to ease the new hire into things, first training them on the business, then having them call into existing leads, and finally contacting cold prospects.
Think about it – the person who has to be able to have a productive conversation with someone who’s never heard about their company has to be very smart about how to probe for issues and present the solution. Throwing a new hire onto the phones will just waste their, your and any prospects’ time. Make them smart about your company before you have them reach out to cold prospects.
And by the way – I believe EVERY new hire should be put on the front lines (customer support, or sales 800#’s) for a time to learn the business, CEO on down.
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