Premium plans, Connect your favorite apps to HubSpot. One of the benefits of mentoring is that it is universal in terms of topic. top mentoring researchers: Dr. Jean Rhodes of the University of Massachusetts, Boston, and Dr. David DuBois of the University of Illinois at Chicago. You can use traditional metrics such as activity generated, deals closed, and account value to measure mentees’ progress. When establishing a new mentorship program, managers should oversee a meeting between mentors and mentees. The mentor role can even be part of your career ladders. Sample Sales Training Program Outline Word DOC. To really measure the success of your mentorship program, you need data. • A mentor program can be formal or informal. (Fortunately, these experiences taught me how to hire and keep great business development reps.). If your sales team doesn’t have a mentorship program, it’s something you should seriously consider. Identify which skills are needed on day one versus day 90, and write your playbook to fit. This free mentoring PowerPoint template design theme is a free simple and gray PowerPoint template design that you can download today for mentoring presentations in PowerPoint as well as other Microsoft PowerPoint presentations. This template is expected to be altered to meet individual needs. You can even factor mentorship into promotion and pay raise decisions. Who was the best mentor you ever had? As a mentee, I agree to do the following: 1. It involves two people who would have measurable outcomes that would benefit the person and the mentor in the company or organisation. 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. Available support resources. At a QBR, for example, ask the new rep to showcase their business plan and learnings in front of their peers. Managers should avoid dictating how and when mentor/mentee pairs should meet. At the end of the day, you want your reps to build relationships that will last their entire careers. Mentoring Program Application Form. MATCHING MENTORS AND MENTEES The matching of mentors and mentees is undertaken by the Mentoring Program Committee in each state. 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. 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. 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. It's crucial to have the manager involved in pairing the two employees. Unlike traditional training, mentoring programs in the workplace aren’t easy … 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. We're committed to your privacy. As an added benefit, this is a good opportunity for everyone to learn -- not just the mentee. You can use traditional metrics such as activity generated, deals closed, and account value to measure mentees’ progress. Students looking for suitable training programs are often on the lookout of a program outline. 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). Use your outline to set the following major program perimeters: Official mentoring program kickoff. Sales managers should encourage their employees to seek external mentorship in addition to internal mentorship. Suggestions for informal meet-ups. Free and premium plans, Sales CRM software. Sales Training Program Outline. 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. Use Template. Don’t force it, but make it serious. You don’t want mentees to become overwhelmed. A mentorship program can diminish isolation and exclusivity, while increasing engagement, retention rates, and skill development. Stretching before and after each session. Here are the seven steps your sales organization needs to establish a successful sales mentorship program. These questions enable the mentor and mentee to establish goals to work toward and find a mutually beneficial discussion style. Eventually, I took those learnings and taught them to sales reps I was mentoring. In fact, studies show that mentorship programs lead to increased salaries, quicker time to promotion, and higher retention rates. I am also a big fan of splitting the first few commission checks between the mentor and mentee. Marketing automation software. 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. But investing in a sales mentorship program will be beneficial for mentors, mentees, and your company at large. 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. Support for mentors should be ongoing. Eventually, the relationship should come to a formal end. Learning the reason why mentorship is needed will help you develop clear and concise action plans. Although it’s okay to request that a pair meet once a week, for example, leave the rest up to the mentor and mentee. 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. Just like a good workout guide, having measurable, regularly spaced milestones leads to faster progress. Employee mentoring programs can enable you to get more from your most valuable resource, your employees. For more information, check out our privacy policy. This free mentor template for Power Point can be used in business for business mentoring programs or by mentoring organizations. Give mentors. 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 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. 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. Ask the mentee to share goals for the mentoring relationship, and their mentor expectations. FOCUS ON WHAT SUCCESS LOOKS LIKE Define program objectives before the start of the program. Consider holding a lunch just for mentors or otherwise acknowledging them in a visible way. 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… The following should be discussed and agreed upon by mentor and mentee. 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. Depending on your sales cycle and the amount of coaching required, these weekly meetings should last a minimum of six to nine months. Some people want to advance up the ranks and there are those who need a boost. Ask mentors where their mentees are currently falling short in the sales process or which types of questions they're hearing across the board. 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. Mentorship enables younger sales reps to hone their skills, thrive in the workplace, and eventually work their way into leadership roles at your company. 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. Just because someone is a great sales representative doesn’t necessarily mean they have all of the skills to mentor someone else. 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. 2. Spread the good news. To really measure the success of your mentorship program, you need data. 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 . Meet regularly with my mentor and maintain frequent communication. Week 1 Kayak: Establish safety rules and team mentality … Although you may well have mentorship relationships within your company already, it’s not a defined mentorship program unless it has clearly outlined goals. Once the team identifies two to three common themes, focus on those for the month. “What’s in it for me?” This answer … If you match people arbitrarily, the relationship won't help either one. 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. Evaluating your mentoring program can help you make necessary adjustments and, ultimately, determine its effectiveness. 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. • Conduct an orientation session. Mentoring is basically present in different kinds of staff or professional development plan. 1. Plan to review the mentoring program and the work of the mentors and mentees regularly. The mentor might demonstrate new skills, observe the mentee and offer constructive feedback, role-play sales calls or other important interactions. To avoid this problem, make sure everyone understands at the outset that the formal relationship has a limited shelf life. Sales representatives can find external mentors by being professionally active and attending conferences. 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. Find Your Executive Champion. The playbook should be assembled by the manager overseeing the program with the support and feedback of the first few participants. Create a tangible playbook you can print out and stick to a calendar. salestrainingplus.com. As I’ve seen firsthand, mentorship programs accelerate the learning and promotion processes on a sales team. A structured mentorship program should offer opportunities for mentors and mentees to offer feedback on what is and isn’t working in the relationship. Integrate goal-setting into the Mentorloop recruitment form Applying these learnings to subsequent deals enabled me to win them on my own -- and in a much smaller time frame. Stay up to date with the latest marketing, sales, and service tips and news. Outline the general purpose of mentoring: a mentoring program and provide some example worksheets to assist in the evaluation process. I will always be a believer in sales mentorship programs. Know your key metrics before you implement a mentorship program so it’s clear if the investment is paying off. Make it clear that you value the work mentors put in and that being a mentor is a leadership role. Although mentorship is great, there is a danger that junior employees can become overly dependent on mentor and fail to grow into their role. If the relationship really isn’t working, offer a procedure for dissolving the relationship. Recent research shows that the best run companies have a diverse mix of talented employees. A mentoring plan is a way to clarify and formalize a relationship between a mentor and mentee. The manager should introduce some questions to get the two employees talking about the program. How to Run a Successful Mentoring Program 9 1. If your sales team doesn’t have a mentorship program, it’s something you should seriously consider. Allowing them to decide where and when to meet as well as what they will discuss will only strengthen their bond. 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