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Education
someone who relies on you for daily
motivation. If your sales manager is
not motivated, she cannot motivate
anyone else. Your compensation plan should be
A good sales manager has daily simple and attractive, and it should
calls with her team in order to train, include residual as well as per-account
motivate and set daily goals. I believe
the most effective way to train a new bonuses so that your reps can have
recruit is to conduct short ongoing
training. I prefer 20-minute sessions. immediate income.
I know an office that used to conduct
a six-hour training session; I do not
believe this approach is effective.
First, it tends to intimidate new
recruits; second, it is virtually
impossible for new recruits to retain
the volume of information conveyed
during such a long session. So keep it
simple so as not to discourage recruits
while you build their confidence and
teach them the necessary skills.
Get Ready to Sell.
Remember, your recruits already
have 100 different reasons to quit. Get Ready to Grow.
Don’t add to that by overwhelming
them with unnecessary information. Get Ready to Groovv!
Finally, you must provide your
agents with good marketing
collateral. The primary purpose of
such materials is to give your rep the
confidence to engage the merchant
in a dialogue when entering a store.
Your marketing materials should
be simple and highlight only your
offering.
This is the short version of how I
believe the feet-on-the-street model
should be executed. Keep in mind that
this option relies on a never-ending
recruiting cycle to grow, because the
average employment expectancy of
a new recruit is approximately three
months. This is an exciting way to
build a business and could offer your
organization significant financial
rewards. My colleagues and I grew
this model to generate over 1,000 new Groovv will help you open more
apps per month in just 12 months. If
we can do it, so can you. doors and close more deals.
Aaron Nasseh is the Founder and Chief Learn more now at www.groovv.com
Executive Officer at Prudential Payment
Systems Inc. He has extensive sales and man- or by calling 877.498.2809
agement experience. Nasseh previously served
as the General Manager of CardPayment
Solutions and Vice President of Sales at iPay-
ment Inc. He may be reached at anasseh@
prudentialpaymentsystems.com or at 818-
330-4055.
59
someone who relies on you for daily
motivation. If your sales manager is
not motivated, she cannot motivate
anyone else. Your compensation plan should be
A good sales manager has daily simple and attractive, and it should
calls with her team in order to train, include residual as well as per-account
motivate and set daily goals. I believe
the most effective way to train a new bonuses so that your reps can have
recruit is to conduct short ongoing
training. I prefer 20-minute sessions. immediate income.
I know an office that used to conduct
a six-hour training session; I do not
believe this approach is effective.
First, it tends to intimidate new
recruits; second, it is virtually
impossible for new recruits to retain
the volume of information conveyed
during such a long session. So keep it
simple so as not to discourage recruits
while you build their confidence and
teach them the necessary skills.
Get Ready to Sell.
Remember, your recruits already
have 100 different reasons to quit. Get Ready to Grow.
Don’t add to that by overwhelming
them with unnecessary information. Get Ready to Groovv!
Finally, you must provide your
agents with good marketing
collateral. The primary purpose of
such materials is to give your rep the
confidence to engage the merchant
in a dialogue when entering a store.
Your marketing materials should
be simple and highlight only your
offering.
This is the short version of how I
believe the feet-on-the-street model
should be executed. Keep in mind that
this option relies on a never-ending
recruiting cycle to grow, because the
average employment expectancy of
a new recruit is approximately three
months. This is an exciting way to
build a business and could offer your
organization significant financial
rewards. My colleagues and I grew
this model to generate over 1,000 new Groovv will help you open more
apps per month in just 12 months. If
we can do it, so can you. doors and close more deals.
Aaron Nasseh is the Founder and Chief Learn more now at www.groovv.com
Executive Officer at Prudential Payment
Systems Inc. He has extensive sales and man- or by calling 877.498.2809
agement experience. Nasseh previously served
as the General Manager of CardPayment
Solutions and Vice President of Sales at iPay-
ment Inc. He may be reached at anasseh@
prudentialpaymentsystems.com or at 818-
330-4055.
59
