Trish Bertuzzi, President of The Bridge Group, joins host Kevin Gaither to talk about the “express route from hire to revenue” on today’s episode of ThisWeekIn Sales. It can take over four months to get your sales representatives to full productivity, but Trish has the experience to get you there in a much shorter time. In her time with The Bridge Group, Trish has worked with over 180 B2B technology clients to build, expand and optimize their inside sales efforts. Kevin is ready to ask her what sales managers should do onboard their sales reps and tips on how to recognize and attract great talent. 01:25 Our guest’s Nightmare Sales Job 02:00 Trish Bertuzzi’s history in inside sales 03:00 It can take up to seven months to see ROI from new sales reps! 04:00 What can you do to shorten the onboarding process? 04:45 Trish talks about delaying product training in the onboarding process and start with buyer information first. 06:00 Developing an intimate vision of the buyer as context for product training. 06:45 Where does role-playing and technology training fit in a successful onboarding process? 07:00 How can I use my resources to make my buyer’s journey more enjoyable and efficient? 08:15 Are you a frustrated actor? Trish talks about her opinions on role-playing. 09:30 Looking for qualitative and quantitative responses from your sales representatives. 11:00 Feedback is the most critical component of a company’s onboarding process. 12:30 How to create and unveil a Buyer …
