New salespeople learn through two steps: intensive role-playing with scripts and videos, then shadowing real sales calls to watch how questions land with prospects. Both happen before they make their first call.
And then your first 2 steps are gonna be role-playing, like during that onboarding process where they're watching those videos, where they're reading those transcripts, where they're studying and practicing the sales script or the sales framework that you've provided, they should be shadowing your sales calls. Ideally, you've got some sales calls happening, they're gonna just sit in and they're gonna listen. They're not talking, they're not trying to do anything, they're just listening to you in real-world scenarios. Whether deal closes or not, they're learning through that process. They're hearing the questions you ask, they're hearing the answers the prospects give,
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