Smart Training

When I am recruiting, I am usually looking for someone with the right attitude and the right approach/skills. The industry is not a problem, and I am confident with the right training anybody with the right skills will be credible just after a couple of weeks.

Don't rush the product training, insist on the industry first! There is nothing more efficient than talking and meeting with clients and prospects. Involve the rest of the team, and make the new recruit listen to them or attend meetings with them.

It is a good moment to identify new contacts, and make him do some research. It is more difficult when you are kept busy dealing with clients, and traveling!

Market
Business issues
Regulation / Competition
Products (concepts, key benefits, most appealaing features)
Differentiator / USP
Questionning
Role plays
Listen to colleagues
Products (training with product managers)
Start with small prospects
Listen / Challenge / ask questions
Share documents (glossary, templates, internal presentation)
Pipeline, contact lists