Currently, I am working with two clients at AG Salesworks. I’ve been working with one client since February, and with the other client for only about two weeks. The transition from one client to another has to be smooth, and the focus on both clients needs to remain equal. It can be a stressful process to learn a new product and new style of communicating with sales reps and marketing contacts, but if you are organized and plan your days, then the process of ramping up will be easy.
Create a sales card that has all the relevant information into one place. This includes the basic company fast facts, competitors, key qualifying questions, and a short script. The sales card is a good tool that helps you keep information handy on the first few dials for a new client. Spending some time making this card and then reviewing with either your manager or others working with your client can help you gain the knowledge necessary to be successful.
Listen in on calls or roleplay. If the company already has a client within the business, sit in on his or her calls to hear the best practices for selling that particular product or service. However, if it’s a brand new client, you won’t have that option. Instead, you can do role plays with the sales reps and marketing contacts to decide the best approach. Sometimes role plays can be uncomfortable, but they are worthwhile to help create a flow of conversation.
Learn to balance your time. If you are ramping on a new project while still working with another, you need to balance time well. Having tasks created for the current project will make the day more organized and you’ll have more time to do some research for your sales card and script. The last thing you want is to fall behind with activities and leads for a client due to a new project coming on board.
Learn the outside sales reps’ processes. Once you’re ramped up on a new client, this can take some time. All companies and reps work differently, whether by means of communication, scripts or introductory calls. For one client, I use an IM tool to keep in touch throughout the day. For my other client, we speak on our weekly client calls and one-off emails. It is a good idea to ask what the best way to get in touch will be in case there are questions from prospects or even if you need to connect for a few minutes and discuss a lead. As sales reps, it is our job to make sure our clients are receiving qualified leads, and part of that process is communicating with them to learn what information they expect from you. I like being able to IM one client and get a response immediately, but I do not mind emailing or speaking on the phone either. You have to make it easy to connect so your client feels comfortable with you making dials on their behalf.
What are some tips you have for ramping up new projects and communicating with reps?