Sales Gravy: Jeb Blount cover image

Sales Gravy: Jeb Blount

How to Get New Sales Reps Cold Calling and Building Pipe Faster (Ask Jeb)

Mar 19, 2025
A new insurance brokerage owner seeks ways to get fresh sales agents cold calling sooner without overwhelming them. The discussion focuses on balancing in-depth training with early prospecting to maintain enthusiasm. Confidence in new reps is highlighted as crucial for success, along with teamwork and practical experience. Best practices for onboarding emphasize the importance of setting clear expectations and integrating marketing efforts. Ultimately, immediate engagement and persistence are key to ramping up new sales rep productivity.
15:15

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Quick takeaways

  • New sales agents should start prospecting within their first week to avoid pipeline delays and enhance confidence during training.
  • Building a supportive culture with experienced agents mentoring newcomers can facilitate faster learning and collaborative deal closures.

Deep dives

Accelerating New SalesAgent Onboarding

Getting new sales agents ramped up quickly is essential for maintaining productivity and profitability within a company. It is beneficial to start onboarding new hires by having them engage in prospecting and filling their pipeline as soon as possible, ideally within their first week. Gradually increasing their call volume helps build their confidence and ensures they become productive faster, rather than undergoing a lengthy training period that delays their success. Companies should adopt a culture that encourages team selling, allowing experienced agents to assist newcomers in closing deals and learning in a real-world context.

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