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How can you help your mentee stay up-to-date with the latest trends in technical sales?

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Technical sales is a dynamic and competitive field that requires constant learning and adaptation. As a mentor, you have the responsibility and the opportunity to guide your mentee through the challenges and opportunities of this profession. In this article, we will share some tips on how you can help your mentee stay up-to-date with the latest trends in technical sales and boost their performance and confidence.

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Gabriel Moncayo

Helping GTM teams hire, train, and deploy sales talent

1 Assess their current skills and knowledge

The first step to help your mentee stay up-to-date is to assess their current skills and knowledge in technical sales. You can do this by asking them to complete a self-evaluation, reviewing their sales reports and feedback, and observing their sales presentations and interactions. This will help you identify their strengths, weaknesses, gaps, and goals in technical sales. You can then tailor your mentoring sessions and resources to address their specific needs and interests.

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Gabriel Moncayo

Helping GTM teams hire, train, and deploy sales talent
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IMO the first place to start is by reviewing metrics. Their data will tell you where they need improvement. Without that baseline it will be a guess at best and the tackling the wrong thing could actually end up hurting the rep. Understand the benchmarks for either volume or conversion metrics in your industry, benchmark against your company's metrics if you have them. Once you identify the gap, and you can start to evaluate solutions.

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2 Share relevant resources and insights

The second step to help your mentee stay up-to-date is to share relevant resources and insights that can enhance their technical sales skills and knowledge. You can do this by recommending books, blogs, podcasts, webinars, courses, or events that cover topics such as product features and benefits, customer pain points and needs, market trends and opportunities, sales strategies and techniques, and best practices and case studies. You can also share your own experiences, tips, and lessons learned from your technical sales career. Make sure to explain why and how these resources and insights are useful and applicable to your mentee's situation and goals.

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3 Encourage them to network and learn from others

The third step to help your mentee stay up-to-date is to encourage them to network and learn from others who are involved in technical sales. You can do this by introducing them to your contacts, colleagues, or peers who can offer advice, support, or referrals. You can also suggest them to join online or offline communities, groups, or forums where they can exchange ideas, insights, and feedback with other technical sales professionals. Networking and learning from others can help your mentee expand their perspective, discover new opportunities, and build relationships in the technical sales field.

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4 Challenge them to experiment and innovate

The fourth step to help your mentee stay up-to-date is to challenge them to experiment and innovate in their technical sales approach. You can do this by asking them to try new tools, methods, or tactics that can improve their sales process, efficiency, or results. You can also encourage them to test different scenarios, hypotheses, or solutions that can address their customer's problems, needs, or objections. Experimenting and innovating can help your mentee learn from their successes and failures, adapt to changing customer expectations, and differentiate themselves from the competition.

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5 Provide feedback and recognition

The fifth step to help your mentee stay up-to-date is to provide feedback and recognition for their technical sales performance and progress. You can do this by giving them constructive and specific feedback on what they did well, what they can improve, and what they can do next. You can also recognize their achievements, efforts, and improvements by praising, rewarding, or celebrating them. Providing feedback and recognition can help your mentee measure their growth, identify their areas of improvement, and motivate them to keep learning and improving.

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Gabriel Moncayo

Helping GTM teams hire, train, and deploy sales talent
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One thing to note is the recognition should not only be made when someone is doing well. If someone is failing but working extra hard, it is important to still provide them with recognition for their hard work. They are likely in their head already, so finding ways to provide recognition even when they may be under quota is an important part of getting them back on the path towards quota attainment.

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6 Review and update their learning plan

The sixth and final step to help your mentee stay up-to-date is to review and update their learning plan regularly. You can do this by asking them to reflect on their technical sales learning journey, evaluate their outcomes and impact, and set new goals and action steps. You can also review your mentoring relationship, discuss your expectations and satisfaction, and adjust your frequency and format of communication. Reviewing and updating their learning plan can help your mentee stay focused, accountable, and aligned with the latest trends in technical sales.

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Gabriel Moncayo

Helping GTM teams hire, train, and deploy sales talent
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One of the tough things about having the internet is there is so much advice and feedback to sift through. It is important that we are able to obtain relevant feedback with the right context. For example, if you are doing SMB sales you should not direct reps to people who are giving feedback on Enterprise sales. If there is a learning resource/or influencer who shares tips without providing context to the sales environment those tips would succeed in that can lead to a dangerous situation where the rep ends up implementing what they think is a best practice, when in reality will only work against them.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Gabriel Moncayo

Helping GTM teams hire, train, and deploy sales talent
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One of the tough things about having the internet is there is so much advice and feedback to sift through. It is important that we are able to obtain relevant feedback with the right context. For example, if you are doing SMB sales you should not direct reps to people who are giving feedback on Enterprise sales. If there is a learning resource/or influencer who shares tips without providing context to the sales environment those tips would succeed in that can lead to a dangerous situation where the rep ends up implementing what they think is a best practice, when in reality will only work against them.

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How can you help your mentee stay up-to-date with the latest trends in technical sales?

1

2

3

4

5

6

7

1 Assess their current skills and knowledge

2 Share relevant resources and insights

3 Encourage them to network and learn from others

4 Challenge them to experiment and innovate

5 Provide feedback and recognition

6 Review and update their learning plan

7 Here’s what else to consider

Technical Sales

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How can you help your mentee stay up-to-date with the latest trends in technical sales?

1

2

3

4

5

6

7

1 Assess their current skills and knowledge

2 Share relevant resources and insights

3 Encourage them to network and learn from others

4 Challenge them to experiment and innovate

5 Provide feedback and recognition

6 Review and update their learning plan

7 Here’s what else to consider

Technical Sales

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