Ramping up the new reps faster
We’ve hired a few new reps lately and I’m starting to question how we handle ramping them. Right now it’s the usual stuff. Shadow a good rep. Sit through training. Roleplay a bunch of objections. Then send them out and hope enough of it sticks. The problem is the gap between training and what they actually say to a customer. A manager can ride along and coach them but that takes hours and you only hear a few conversations.
It also feels like new reps learn at very different speeds depending on who they shadow. We have started looking into tools that record real sales conversations and use AI to break them down afterward. The idea of showing a new rep where they missed a discovery question or how a top rep handled the same objection seems useful. Especially if they can review their own losses instead of waiting for the next 1on1. We havent decided on anything yet. I’m also a little worried new reps might feel weird about recording at first or just stop using it once the novelty wears off.