Question

Topic: Research/Metrics

Debriefing New Sales People

Posted by Anonymous on 7/20/2006 at 12:45 PM ET 50 Points
Hi

Does anyone have any hints and suggestions on the best way to debrief newly recruited sales people on their ex-employer (if they are a competitor)?

thanks

Joanna
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RESPONSES

  • Posted by michael on 7/20/2006 at 4:52 PM Accepted
    Joanna,

    This is a better question addressed prior to hiring. Address the fact that, if they are hired, they are "expected to bring the full value of their experience with them".

    Just remember that the ease with which they give up information will help you prepare for termination if the situation arises.

    Michael
  • Posted by Frank Hurtte on 7/20/2006 at 5:39 PM Accepted
    Another quick note..
    A lot of information is covered by trade secret laws.. and you wouldn't want to do anything illegal, immoral (or fattening). With that said.. Here is what I recommend.
    Based on their knowledge of the inner workings of the company...
    1)who are the best sales people and why?
    2)who are their strongest accounts and why?
    3)which accounts have tenuous relationships?
    4)are there any mutual suppliers who have shared information about our company?
    5)are there any mutual suppliers who have weak relationships?
    6)are there any logistics areas that regularly create issues?

    Please note.. price is not one of the conversation points
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