IN2communications ( www.in2communications.com ) is a mid size Digital Marketing Agency in London Ontario. The owner Rick Lambert wants to increase sales with local London based businesses in addition to the work his firm does with US clients and other businesses outside the London market.

Rick has 5 field sales reps to sell their website development and digital marketing services to businesses in the London, Woodstock, Chatham and St Thomas businesses. He would like to hire a 6th sales rep to fill the 6 territories he sees capable of generating $25,000 each in revenue per month.

Monthly Sales Target is $150,000 in new business revenue.

The rep's range in tenure from 3 months to 3 years. Each of them has an assigned territory based on Geography and there are NO local customers, so the sales focus is 100% NEW Business. The plan is for Rick and a customer service manager to handle the current customers to allow the reps to focus solely on new business.

You were just hired as the NEW sales manager to relieve Rick of his time managing the sales team which he has done until now. In this capacity your responsibility is to recruit, train and support your reps to achieve their sales quotas on an individual and team level. You can travel with sales reps in the field to support their efforts, and you do not have a personal quota, just the team number of $150,000 per month in revenue.

All 5 of the current reps are on 100% salary which may not drive the desire needed to succeed. You are planning to recruit a new rep. Additionally, you have a weekly sales meeting for 1 hour on Monday Mornings (30 minutes dedicated to sales skill development) and a weekly one on one with each rep following the team meetings to review the individual's week ahead.

What type of sales training would you do in each of your first four 30-minute weekly meetings and how would you coach at the individual level?