If Linda Narcho (jokingly) had one wish, it would be that every new rep goes to work at another copier dealership for a month. That way, they could truly see the difference.

“In that scenario, they could actually understand how committed this organization is to their development, growth, and making this a long-term career for them,” The DFW Area Sales Manager says. “The training we provide here is nothing like I’ve ever seen. When I was brand new to this industry, I was 100 percent drinking from the fire hose. I was older. I had a background in management. I made it, but it was difficult.”

To combat 100 percent drinking from the fire hose, the Texas team deploys something known as the First 100 Days Training Program for new reps. For those coming in new to this industry, the reality is this: It can be more than a bit overwhelming. This training regimen built by Linda and other Datamax sales veterans eases them into the pool of office technology sales and lessens the shock factor.

When sales reps come aboard at Datamax, it’s full steam ahead with training.

“It’s definitely easy for people to tell themselves, ‘I have a sales background, this is just another sales job,’ but it’s not. It’s very complicated and every deal, every scenario is unique,” Linda said. “The main thing I tell new reps is always be prepared to learn. This industry has many moving parts – I’ve been in it for 15 years and I learn several new things every week.”

Full Steam Ahead: 4 Facts About the Texas Sales Reps’ First 100 Days at Datamax.

1. They Shadow Veterans.

Tisa Sudduth, who joined Datamax in August, likens that first day of prospecting in the field to a kid on Christmas morning. You have the nerves, the butterflies. You’re excited, but completely overwhelmed at the same time.

This was the case last month when she found herself visiting Jacksonville businesses, knocking on doors, and introducing herself to prospects. She was nervous… but she wasn’t alone. VP of Sales Clay Mills was right behind her.

“It’s nerve-racking sure, but it was also extremely helpful when he needed to step in and provide information or provide answers to questions I simply didn’t know,” Tisa said.

For their first 100 days, reps routinely listen to more seasoned salespeople make calls, ride along on prospecting blitzes, and lean on the expertise of their manager. It helps, immensely, Tisa says.

“You see other people’s confidence and the comfort level they have. Then, you start to roll with it and stop thinking about it so much. Over time, you learn how to be yourself.”

2. They Share Best Practices.

Every Tuesday and Thursday, new reps jump on a video conference for a quick, round-robin-style sharing of best practices. By hearing firsthand the experience of their peers, they have additional tools in their arsenal. The same goes for weekly Friday Sales Meetings when each sales team goes around the horn to share whatever best practices they’ve garnered – be it handling ITTs, creative prospecting tricks, or just examples of resilience out in the field.

“No matter how long any of us have done this, there’s always new ways,” Dallas/Fort Worth Business Process Consultant Ashley Tatum said. “We all have different personalities. So that brings different approaches. It is good to hear not only from tenured reps but new reps too because they have a new perspective.”

3. They Sign Up for Boot Camp.

Not long after signing up for their Datamax gig, new reps attend the nearby Canon Boot Camp in Irving. It’s a three-and-a-half day marathon of extreme hands-on learning of the multi-function printers. Reading up on equipment is one thing. Actually getting your hands on it? A whole different learning experience.  
“I learn better when I do it myself step by step with guidance,” Tisa said. “The last day of Boot Camp, we ended up doing demonstrations in front of the group. It was a really great learning experience for me.”

4. They See the Results.

The First 100 Day training program is, if nothing else, a great introduction to the nuts and bolts of the industry and of Datamax. From Sales cycles to prospecting, to service ride-a-longs and the Datamax way. The results thus far, Linda says, have spoken for themselves.

“We really dug deep into this training program. Just as a good kind of compliment to the process: I started a lot of this with our DFW Rep Shelby Estes…. And she earned Presidents Club her first full year. The learning process is fantastic, but it the end, as we all know, it’s about the results.”