@AmackJr88. The mentor might demonstrate new skills, observe the mentee and offer constructive feedback, role-play sales calls or other important interactions. Let everyone on the sales team know that you will be initiating a formal mentorship program and explain why you are doing so. Available support resources. Allow the relationship to evolve naturally. Make Mentoring Topical. In this session, get feedback about what goal is most important to the mentee. However, sessions can readily be split between 2-3 days. But you can also ask mentees to rate their confidence at various aspects of the job—for example, Internal mentors are great for understanding, 20+ Expert Tips for Motivating Sales Teams, 9 Ways to Make Your Hiring Process More Candidate-Friendly, How to Foster Diversity, Equity, and Inclusion in the Workplace, How to Prepare for Post-Covid Hiring Trends, How to Onboard New Hires in a Distributed World, How to Retain High-Performing B2B Salespeople, How to Create an Effective Sales Forecasting Model, 9 Key Indicators of a High-Performing B2B Sales Candidate, How to Overcome Team Burnout with Better Sleep. FOCUS ON WHAT SUCCESS LOOKS LIKE Define program objectives before the start of the program. Encourage mentors and mentees to be honest with each other and work constructively to resolve any dissatisfaction. Whether you are new to mentoring or an old hand, this tool kit will save you time and effort, because it contains materials and information you need to start or maintain a quality mentoring program. Give mentors. Many top sales organizations use mentorship programs to both ramp new salespeople and groom senior reps for leadership roles. University of Wisconsin Journalism & Strategic Communication Grad. a mentoring program and provide some example worksheets to assist in the evaluation process. ... We are in a peer group mentoring program. This will help you to identify which mentorships are thriving and which are stalling. I once had to train one of my BDRs on Gmail, while another one needed help with WebEx. To really measure the success of your mentorship program, you need data. Students looking for suitable training programs are often on the lookout of a program outline. Eventually, the relationship should come to a formal end. You don’t want mentees to become overwhelmed. These questions enable the mentor and mentee to establish goals to work toward and find a mutually beneficial discussion style. I am also a big fan of splitting the first few commission checks between the mentor and mentee. Program schedule, key training dates, and topics to cover during volunteer shifts. Most reps tend to rely on “just-in-time learning,” also known as, “I have gotten a question for the first time, I’m going to hit my mute button and ask the salesperson sitting next to me.” If the program is working, there should be a point where the rookie rep can answer 99% of those on their own. If you are hosting a Sales Training, a Sales Training Program Outline will assure your sales team gets the tools and skills to make killer sales. By talking to a senior person outside of the organization, junior representatives can gain a broader perspective. Assess the mentors and the mentees to work out what impact the program has had on their work performance. No fumbling around trying to think of all the things you want to include on the spot, you will know and fit it all in. See all integrations. Look for an executive outside of the human resources and training … Although it’s okay to request that a pair meet once a week, for example, leave the rest up to the mentor and mentee. A new rep that is having trouble with the team's CRM and a senior rep who wants to pursue a career in sales ops would be one perfect scenario. As an added benefit, this is a good opportunity for everyone to learn -- not just the mentee. Most likely the new rep is on some type of ramp, and witnessing a deal from first touch to close will take a lot of energy. Know your key metrics before you implement a mentorship program so it’s clear if the investment is paying off. The outline offers them the needed overview about the theme of the course at a glance so that they can make an informed decision prior to application. Mentorship enables younger sales reps to hone their skills, thrive in the workplace, and eventually work their way into leadership roles at your company. Previously Recruiter @ ManpowerGroup & Freelance Social Media Strategist. mentors and mentees. Learning the reason why mentorship is needed will help you develop clear and concise action plans. The mentor can then join the first few meetings with customers to demonstrate how to run an initial discovery call. Early in my career, the hands-on training I received from my mentors taught me more than any other experience. Give mentors formal training about how to mentor effectively. Mentoring is basically present in different kinds of staff or professional development plan. Mentors can push sales representatives to the edge of their comfort zone, leading them to develop new skills and adapt faster. Integrate goal-setting into the Mentorloop recruitment form Consider holding a lunch just for mentors or otherwise acknowledging them in a visible way. You can even assign mentors their own mentors. A mentoring program benefits the mentee and mentor relationship and helps the organization by building an inclusive mentoring culturecentered on learning, sharing new ideas, and creating a shared vision. These meetings also help identify areas that need helpful content from the sales enablement team, so future reps won’t need to look to their mentors for answers. The following is an outline of steps an organization may take to initiate its Mentoring Program and to sustain it from cycle to cycle: • Create mentor/mentee pairings based on compatibility from application forms or targeted matches for new hires entering specific occupations. Outline the general purpose of mentoring: It’s easy for reps to get tied up with customers, but a weekly face-to-face should take place regardless of how busy either rep is. In this resource, we lay out a step-by-step plan for evaluating . Some people want to advance up the ranks and there are those who need a boost. 2. Make it clear that you value the work mentors put in and that being a mentor is a leadership role. This provides a repository of the program that people can tie their name to. Positive Mentoring Program Outline: 8 week x 2 hour course with an hour debrief half way and on completion of course, 4 weeks kayaks and 4 weeks mountain bike training. The mentor role can even be part of your career ladders. 1. This template is expected to be altered to meet individual needs. Each week has a theme to establish with the mentee. The closing cadence takes a lot of practice, and the more exposure the junior rep receives to wins and losses, the more accurately they will be able to diagnose deals down the road. Mentorship is a recognized method for encouraging professional development. There are many ways mentorship can take place. The continued success of the program depends on continually highlighting its wins. Free and premium plans, Content management system software. Mentors can push sales representatives to the edge of their comfort zone, leading them to, Mentors themselves benefit from a formalized program because they receive the opportunity to develop leadership skills and connect with more junior employees. Then, work together to describe goals and objectives. ... You can customize the template through a variety of tools and widgets, you can add more areas, change the existing ones, including your visual and informative content, change the colors, fonts, and background and either embed the form to your website or use it as a standalone form. Facilitator’s Session Plan for a Peer Group Mentoring Program Initial large group session The session plan below is designed for a 1 day program combining sessions 1,2 and 3. Once you’ve been matched with your mentor or mentee, you can outline the specifics of your roles and define guidelines for the relationship, such as meeting frequency and location. If you don’t reward the senior rep financially, they tend to act more like a coach than a player, which leads to a slower deal time and less involvement in the negotiation (an area in which the new rep has the most to learn). 2. The following should be discussed and agreed upon by mentor and mentee. To avoid this problem, make sure everyone understands at the outset that the formal relationship has a limited shelf life. Although mentorship is great, there is a danger that junior employees can become overly dependent on mentor and fail to grow into their role. In fact, studies show that mentorship programs lead to increased salaries, quicker time to promotion, and higher retention rates. … That figure increases to 2 in 3 relationships succeeding when the mentors have professional training in how to be a good mentor. Marketing automation software. The MICU’s program, which is designed to support interns as they transition to staff nurses, is informal and long-term. If you have an internal wiki, use it to recognize people. This is also a good opportunity to talk practical issues, such as where and when to meet. Find Your Executive Champion. If you match people arbitrarily, the relationship won't help either one. Just like a good workout guide, having measurable, regularly spaced milestones leads to faster progress. Allowing them to decide where and when to meet as well as what they will discuss will only strengthen their bond. Caterpillar's distinctive yellow construction machinery is designed, built and distributed … Create a transition process so that the mentee can become more and more independent as time goes on. As a mentee, I agree to do the following: 1. The most impactful training scenario however is when both the mentor and mentee receive training on how to manage their mentoring relationship, in which case one can expect a 90% success ra… By signing the Mentoring Program Agreement (Appendix 1, p.23) the mentor and mentee agree to maintain confidentiality. Don’t force it, but make it serious. If your sales team doesn’t have a mentorship program, it’s something you should seriously consider. I will always be a believer in sales mentorship programs. MATCHING MENTORS AND MENTEES The matching of mentors and mentees is undertaken by the Mentoring Program Committee in each state. Here are the seven steps your sales organization needs to establish a successful sales mentorship program. The new reps on your team should be excited to work with people capable of getting them ramped up quickly. Applying these learnings to subsequent deals enabled me to win them on my own -- and in a much smaller time frame. Criteria to meet before graduating to … Mentoring Program Application Form. Sample Sales Training Program Outline Word DOC. Ask the mentee to share goals for the mentoring relationship, and their mentor expectations. Click here for our free guide to interviewing salespeople. Use Template. We use Tettra here at Drafted to keep the team updated on key wins and losses. Depending on your sales cycle and the amount of coaching required, these weekly meetings should last a minimum of six to nine months. You might ask senior employees to share their own positive experiences of mentorship. salestrainingplus.com. You also need to review the relationships between mentors and mentees regularly — this way you can make any changes needed if a relationship between a mentor and a mentee is not working out as planned. If you are looking for a mentor, you may consider joining the following mentoring programs: Mentoring for Growth (M4G) Mentoring for Growth (M4G) helps businesses to grow with advice and support from a panel of up to 6 volunteer business mentors, matching business needs with industry experience. However, sometimes it can be awkward to discuss sensitive matters with someone else higher on the corporate hierarchy. As I’ve seen firsthand, mentorship programs accelerate the learning and promotion processes on a sales team. Week 1 Kayak: Establish safety rules and team mentality … Detailed information is on the page numbers identified in parentheses next to each step. Internal mentors are great for understanding company culture and strategies specific to a particular market. When establishing a new mentorship program, managers should oversee a meeting between mentors and mentees. It involves two people who would have measurable outcomes that would benefit the person and the mentor in the company or organisation. Mentoring each other. Unlike traditional training, mentoring programs in the workplace aren’t easy … Like anything that involves human relationships, mentorship can be a delicate business. Basically, your way forward will become more specified. Stretching before and after each session. There are two distinct programs running in 2020: Note: The 2020 program is running in Australia and New Zealand only. Phases of mentorship • The MICU mentor program is broken down into beginning, middle, and closing phases based on the Academy of Medical-Surgical Nurses’ Mentor Guide. You can use traditional metrics such as activity generated, deals closed, and account value to measure mentees’ progress. Identify which skills are needed on day one versus day 90, and write your playbook to fit. Once the team identifies two to three common themes, focus on those for the month. Managers should avoid dictating how and when mentor/mentee pairs should meet. ENSURE SENIOR MANAGEMENT BUY-IN Ask a senior member of staff and/or divisional heads to promote the program in company-wide emails or announcements. Still, learning how to structure a mentorship program can be a delightful thing, so take note of the following: Step 1: Determine the Need for Mentoring. This is a work in progress but should become a fixed asset after the first few iterations. These are hard to quantify, but easy to understand when you see them first hand. If your sales team doesn’t have a mentorship program, it’s something you should seriously consider. • Conduct an orientation session. Free and premium plans, Customer service software. The mentor role can even be part of your, Just because someone is a great sales representative doesn’t necessarily mean they have all of the skills to mentor someone else. While your training program can offer new sales representatives an introduction to basic sales skills and your company culture, there’s really no substitute for ongoing mentorship. Here’s how you can go about implementing a formal program in your own company. Make sure there is a specific topic for each meeting. Director of Marketing @ CloserIQ. Spread the good news. that employees who receive mentorship tend to receive promotions and salary raises at higher rates than employees who go without mentorship. Just because someone is a great sales representative doesn’t necessarily mean they have all of the skills to mentor someone else. As you can see, internal mentorships benefit everyone involved. Mentorship agreement template #1 The purpose of this template is to assist you in documenting mutually agreed upon goals and parameters that will serve as the foundation for your mentoring relationships. Take these four steps to build a foundation of success for your program. For mentees, part of the onboarding process (or upon joining the program if currently employed) will … Sales representatives can find external mentors by being professionally active and attending conferences. Eventually, I took those learnings and taught them to sales reps I was mentoring. Premium plans, Connect your favorite apps to HubSpot. New reps must “graduate” at some point, or they will never stop leaning on senior reps. You’ll also be able to see if mentees are making progress through milestones like the moment where the new rep goes from asking questions to answering them. Some mentorship programs allow mentors to choose their own mentee, which can take some of the awkwardness out of the process. Ask mentors where their mentees are currently falling short in the sales process or which types of questions they're hearing across the board. There is a compelling case for investing in a mentorship program for sales teams -- but if mismanaged it will be a chore instead of a fun learning experience. Mentors and Mentees complete an online questionnaire to top mentoring researchers: Dr. Jean Rhodes of the University of Massachusetts, Boston, and Dr. David DuBois of the University of Illinois at Chicago. Caterpillar. Create a tangible playbook you can print out and stick to a calendar. It's crucial to have the manager involved in pairing the two employees. What mentor qualities do they prefer? Support for mentors should be ongoing. Plan to review the mentoring program and the work of the mentors and mentees regularly. We're committed to your privacy. While your. Written by Alex Mackenzie At the end of the day, you want your reps to build relationships that will last their entire careers. If these relationships are already occurring naturally, encourage and formalize them. Unfortunately, many well-intentioned mentorship programs lack proper strategies and planning. Employee mentoring programs can enable you to get more from your most valuable resource, your employees. Feel free to share a story in the comments and pay it forward to a past mentor. How to Run a Successful Mentoring Program 9 1. Even outside of these incentives, sales managers should offer sincere appreciation for mentors’ work. For instance, ask an executive to tell the story of a great team accomplishment at an all hands meeting. HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. You can use traditional metrics such as activity generated, deals closed, and account value to measure mentees’ progress. A mentorship program can diminish isolation and exclusivity, while increasing engagement, retention rates, and skill development. MEC didn’t make the mentorship program a mandatory activity for … A structured mentorship program should offer opportunities for mentors and mentees to offer feedback on what is and isn’t working in the relationship. Mentors themselves benefit from a formalized program because they receive the opportunity to develop leadership skills and connect with more junior employees. A mentoring plan is a way to clarify and formalize a relationship between a mentor and mentee. I can remember deals at every company I’ve worked for that I simply wouldn’t have closed without help. The manager should introduce some questions to get the two employees talking about the program. You want your veteran reps to feel recognized by management. “What’s in it for me?” This answer needs to be clearly defined in the vetting process for pairing two reps together. You can even factor mentorship into promotion and pay raise decisions. But you can also ask mentees to rate their confidence at various aspects of the job—for example, cold calling—at different points in the mentorship. This free mentor template for Power Point can be used in business for business mentoring programs or by mentoring organizations. • A mentor program can be formal or informal. Session Two: Narrow Focus, Establish an Action Plan: In the first session, you learned about each other and the mentoring goals. (Fortunately, these experiences taught me how to hire and keep great business development reps.). Recent research shows that the best run companies have a diverse mix of talented employees. By allowing a formal exit, you limit the damage of hard feelings and leave open the possibility of forming new relationships. One of the benefits of mentoring is that it is universal in terms of topic. In addition, don’t assume new salespeople will understand your acronyms and how to use the technology available. Mentorship enables younger sales reps to hone their skills, thrive in the workplace, and eventually work their way into leadership roles at your company. Step 1: Identify the program manager and the senior level champion (pages 8-9) • Appoint someone to act as program manager who will oversee the development, implementation, and evaluation of … Suggestions for informal meet-ups. Evaluating your mentoring program can help you make necessary adjustments and, ultimately, determine its effectiveness. Free and premium plans, Sales CRM software. This contract will help each mentee/mentor pair: • Establish communication expectations • Identify goals for this mentoring relationship • Outline skill areas to be enhanced or developed through this partnership . Sales Training Program Outline. Discuss these options with your mentors and encourage them to work closely with their mentees to devise a program that works for both participants. Share your background and ask the mentee to do the same. If the role is predominantly outbound, start with calling scripts, email templates, and competitive intelligence (as your reps will need to book appointments before product demos). Clearly define roles and responsibilities for mentor and mentee. Meet regularly with my mentor and maintain frequent communication. The playbook should be assembled by the manager overseeing the program with the support and feedback of the first few participants. Foster new hire growth with this free sales training template. Let the team ask questions after the presentation, which will make it relatively easy to tell if a newer rep is ready to step up and rely on their mentor less often. 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