Use Template. To really measure the success of your mentorship program, you need data. a mentoring program and provide some example worksheets to assist in the evaluation process. Click here for our free guide to interviewing salespeople. Look for an executive outside of the human resources and training … Each week has a theme to establish with the mentee. Encourage mentors and mentees to be honest with each other and work constructively to resolve any dissatisfaction. Know your key metrics before you implement a mentorship program so it’s clear if the investment is paying off. Week 1 Kayak: Establish safety rules and team mentality … (Fortunately, these experiences taught me how to hire and keep great business development reps.). Sponsor a monthly lunch for all the mentors to show your appreciation for their help, as well as facilitate discussion about what is working and what’s not. Unlike traditional training, mentoring programs in the workplace aren’t easy … 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. By signing the Mentoring Program Agreement (Appendix 1, p.23) the mentor and mentee agree to maintain confidentiality. mentors and mentees. Sales representatives can find external mentors by being professionally active and attending conferences. Research by our colleague Professor David Clutterbuck has shown that only 1 in 3 mentoring relationships are successful when no training is supplied for mentors or mentees. 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. We're committed to your privacy. Meet regularly with my mentor and maintain frequent communication. Outline the general purpose of mentoring: Premium plans, Connect your favorite apps to HubSpot. Session Two: Narrow Focus, Establish an Action Plan: In the first session, you learned about each other and the mentoring goals. Create a transition process so that the mentee can become more and more independent as time goes on. The Mentor/Mentee Pairing Process Upon joining the mentorship program, mentors will be asked to complete a short questionnaire concerning career goals and interests. Recent research shows that the best run companies have a diverse mix of talented employees. 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. You don’t want mentees to become overwhelmed. At the end of the day, you want your reps to build relationships that will last their entire careers. Assess the mentors and the mentees to work out what impact the program has had on their work performance. 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… 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 . Just like a good workout guide, having measurable, regularly spaced milestones leads to faster progress. Once the team identifies two to three common themes, focus on those for the month. University of Wisconsin Journalism & Strategic Communication Grad. However, sometimes it can be awkward to discuss sensitive matters with someone else higher on the corporate hierarchy. salestrainingplus.com. Like anything that involves human relationships, mentorship can be a delicate business. Free and premium plans, Sales CRM software. I am also a big fan of splitting the first few commission checks between the mentor and mentee. This template is expected to be altered to meet individual needs. As you can see, internal mentorships benefit everyone involved. The mentor can then join the first few meetings with customers to demonstrate how to run an initial discovery call. If the relationship really isn’t working, offer a procedure for dissolving the relationship. 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. Here are the seven steps your sales organization needs to establish a successful sales mentorship program. Basically, your way forward will become more specified. Sample Sales Training Program Outline Word DOC. Just because someone is a great sales representative doesn’t necessarily mean they have all of the skills to mentor someone else. Learning the reason why mentorship is needed will help you develop clear and concise action plans. Give mentors. 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. Feel free to share a story in the comments and pay it forward to a past mentor. Mentorship is a recognized method for encouraging professional development. 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. In this resource, we lay out a step-by-step plan for evaluating . The continued success of the program depends on continually highlighting its wins. Then, work together to describe goals and objectives. FOCUS ON WHAT SUCCESS LOOKS LIKE Define program objectives before the start of the program. MEC didn’t make the mentorship program a mandatory activity for … The manager should introduce some questions to get the two employees talking about the program. A successful playbook includes a checklist that builds skills in the order that reps will need them. Make it clear that you value the work mentors put in and that being a mentor is a leadership role. Support for mentors should be ongoing. Who was the best mentor you ever had? Anthony Jefferson® Mentoring Program, Inc. is a licensed mentoring business that is focused towards Organization mentoring, Work process mentoring, Technology mentoring, Industry mentoring, Profession or trade mentoring, Flash mentoring and Supervisory mentoring amongst others. Sales Training Program Outline. Eventually, I took those learnings and taught them to sales reps I was mentoring. Evaluating your mentoring program can help you make necessary adjustments and, ultimately, determine its effectiveness. Mentoring is basically present in different kinds of staff or professional development plan. Mentors themselves benefit from a formalized program because they receive the opportunity to develop leadership skills and connect with more junior employees. When establishing a new mentorship program, managers should oversee a meeting between mentors and mentees. Here’s how you can go about implementing a formal program in your own company. This will help you to identify which mentorships are thriving and which are stalling. 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. New reps must “graduate” at some point, or they will never stop leaning on senior reps. Depending on your sales cycle and the amount of coaching required, these weekly meetings should last a minimum of six to nine months. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, '1dc09795-02c8-4fbe-a62b-a1d669dec2c5', {}); Hold a face-to-face conversation between the mentor, mentee, and the manager that oversees the team. What mentor qualities do they prefer? 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. Mentors can push sales representatives to the edge of their comfort zone, leading them to develop new skills and adapt faster. Students looking for suitable training programs are often on the lookout of a program outline. If your sales team doesn’t have a mentorship program, it’s something you should seriously consider. Early in my career, the hands-on training I received from my mentors taught me more than any other experience. Clearly define roles and responsibilities for 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. There are many ways mentorship can take place. The new reps on your team should be excited to work with people capable of getting them ramped up quickly. Even if sales managers are assuming responsibility for the matchmaking process, they should try to create relationships that seem like a natural fit in terms of personality, career goals, and other factors. Free and premium plans, Customer service software. Mentorship encourages young sales reps to think strategically about their long-term career goals, inspiring better performance. I will always be a believer in sales mentorship programs. Director of Marketing @ CloserIQ. Identify which skills are needed on day one versus day 90, and write your playbook to fit. Internal mentors are great for understanding company culture and strategies specific to a particular market. 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. I once had to train one of my BDRs on Gmail, while another one needed help with WebEx. 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. 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. 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. Mentors and Mentees complete an online questionnaire to Stretching before and after each session. As I’ve seen firsthand, mentorship programs accelerate the learning and promotion processes on a sales team. Previously Recruiter @ ManpowerGroup & Freelance Social Media Strategist. Managers should avoid dictating how and when mentor/mentee pairs should meet. One of the benefits of mentoring is that it is universal in terms of topic. 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. • A mentor program can be formal or informal. 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. This provides a repository of the program that people can tie their name to. ... We are in a peer group mentoring program. Don’t force it, but make it serious. 2. You can use traditional metrics such as activity generated, deals closed, and account value to measure mentees’ progress. 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. Criteria to meet before graduating to … hbspt.cta._relativeUrls=true;hbspt.cta.load(53, '62c06f07-1fcd-4ad0-9580-421ba0faf425', {}); Originally published Feb 21, 2017 6:30:00 AM, updated August 31 2017, 7 Steps to Establish a Successful Sales Mentorship Program, hire and keep great business development reps, Seven Sales Leaders on the Challenges They Overcame in 2020 & Their 2021 Predictions, How to Build a Buyer-First Mindset According to a LinkedIn Sales Manager, The 6 Key Traits Effective Sales Management Begins With, Pipeline development (new opportunities created, proposals), Revenue (deals closed, time to close, ACV). By allowing a formal exit, you limit the damage of hard feelings and leave open the possibility of forming new relationships. If these relationships are already occurring naturally, encourage and formalize them. Find Your Executive Champion. A structured mentorship program should offer opportunities for mentors and mentees to offer feedback on what is and isn’t working in the relationship. You can even factor mentorship into promotion and pay raise decisions. If you have an internal wiki, use it to recognize people. Take these four steps to build a foundation of success for your program. Create a tangible playbook you can print out and stick to a calendar. Free and premium plans, Content management system software. There are two distinct programs running in 2020: Note: The 2020 program is running in Australia and New Zealand only. Some people want to advance up the ranks and there are those who need a boost. Mentorship enables younger sales reps to hone their skills, thrive in the workplace, and eventually work their way into leadership roles at your company. 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. I can remember deals at every company I’ve worked for that I simply wouldn’t have closed without help. At this meeting, mentees should discuss their career goals and what they hope to get out of the relationship. 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. 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). Unfortunately, many well-intentioned mentorship programs lack proper strategies and planning. 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. Mentoring Program Application Form. Many top sales organizations use mentorship programs to both ramp new salespeople and groom senior reps for leadership roles. Consider holding a lunch just for mentors or otherwise acknowledging them in a visible way. To really measure the success of your mentorship program, you need data. For mentees, part of the onboarding process (or upon joining the program if currently employed) will … You may unsubscribe from these communications at any time. 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. For example, if the sales role is strictly inbound, you might want to start with training on chat, your CRM, and the product. Plan some kind of event to celebrate a successful mentorship and formally close it out. Although mentorship is great, there is a danger that junior employees can become overly dependent on mentor and fail to grow into their role. Make Mentoring Topical. Plan to review the mentoring program and the work of the mentors and mentees regularly. But investing in a sales mentorship program will be beneficial for mentors, mentees, and your company at large. You can even assign mentors their own mentors. Program schedule, key training dates, and topics to cover during volunteer shifts. Marketing automation software. As an added benefit, this is a good opportunity for everyone to learn -- not just the mentee. The playbook should be assembled by the manager overseeing the program with the support and feedback of the first few participants. You might ask senior employees to share their own positive experiences of mentorship. Mentoring each other. Eventually, the relationship should come to a formal end. How to Run a Successful Mentoring Program 9 1. Step 2: Set a … Matching mentors and mentees is a delicate business. Caterpillar. If your sales team doesn’t have a mentorship program, it’s something you should seriously consider. Although you may well have mentorship relationships within your company already, it’s not a defined mentorship program unless it has clearly outlined goals. @AmackJr88. It involves two people who would have measurable outcomes that would benefit the person and the mentor in the company or organisation. 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). 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. top mentoring researchers: Dr. Jean Rhodes of the University of Massachusetts, Boston, and Dr. David DuBois of the University of Illinois at Chicago. The mentor might demonstrate new skills, observe the mentee and offer constructive feedback, role-play sales calls or other important interactions. While your. MATCHING MENTORS AND MENTEES The matching of mentors and mentees is undertaken by the Mentoring Program Committee in each state. When creating any proposal, the first thing you want to cover is the value proposition i.e what’s in it for me/us?This value proposition serves to quickly and succinctly describes the purpose and benefits of the proposed activity.Speaking to the value proposition of mentoring is A mentorship program can diminish isolation and exclusivity, while increasing engagement, retention rates, and skill development. 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. To avoid this problem, make sure everyone understands at the outset that the formal relationship has a limited shelf life. Let everyone on the sales team know that you will be initiating a formal mentorship program and explain why you are doing so. Use your outline to set the following major program perimeters: Official mentoring program kickoff. 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