September 26, 2021

Sales Mentoring: How to Effectively Implement a Sales Mentorship Program on Your Team

Sales organizations are constantly looking for ways to increase their sales numbers, and one of the best ways to do this is by implementing a successful sales mentorship program. A well run mentorship program can help new employees learn how to sell more effectively which will lead to an increase in revenue. In order for you as a manager or owner of a company to implement a successful sales mentor program, there are certain things that should be considered before going forward with such a project. If you have not yet started your search for a mentor program, here are some guidelines on what you should look at when hiring your mentors.

Many sales professionals can attest to the fact that sales mentoring has been instrumental in their growth and success. Mentors are a great way to guide a sales rep into a successful career, but how do you find one?

Sales mentorship programs can be expensive, so what if you want to implement a sales mentor program on your team without breaking the bank?

In this blog post, we will cover everything from finding mentors and being mentors to get you started on implementing your own sales mentor program.

Mentors can have a big impact in developing your younger sales reps.

 If you've heard of sales mentorship programs but find them too costly, here is how they benefit the mentee and also the mentor and your organization.

Get to know sales mentors from one of the leading experts on sales mentoring at Lushin, Inc. Learn what makes a great sales mentor, how to find one and how to be one.

It's important to choose the right sales mentor for your sales rep. Here are some tips on how to find good sales mentors and create an effective sales mentorship program:

- Identify individuals within your organization who have excelled in their role or business unit

- Determine if they would be interested in becoming mentors, what skills they can bring to the sales mentor program and how they will benefit

- Let them know what you are looking for in a mentor

- Set up an interview with your sales reps so that individuals can get to know one another

- Create an outline of expectations, responsibilities, development plans and goals for both mentors and sales reps based on their ability and comfort level

- Have sales rep & mentors communicate on a regular basis to check in, update key information, solve problems or even just share stories

Facts About Sales Mentors You Probably Didn't Know

1. YOU CANNOT GO OUT AND FIND A MENTOR.

Finding a mentor, I believe, is a bit of a fluke. It is ineffective to ask someone to be your mentor. It was never effective for me.

The best sales mentors I've ever had were the ones I never expected to find, and I never sought them out. It happened very recently.

Having said that, I believe lightning is more likely to strike a lightning rod than a random piece of ground. You simply need to raise your lightning rod and announce that you are looking for sales mentoring. 

If you believe you would benefit from working with a sales mentor, let it be known that you are interested in meeting with one!

2. YOU MUST BE VULNERABLE.

Prepare yourself, as a mentee, to be humble and authentic about your struggles. You must put it out there. Share if you're having trouble closing sales. Don't be afraid to share your apprehension about cold calling.

 A good mentor will help you process that and coach you through the difficulties you're experiencing.

Coaching is how the mentor-mentee relationship begins. Then, your sales mentor will share their knowledge, experiences, and some of their challenges. Mutual vulnerability is required, and it begins with the mentee.

3. MENTORING IS NOT A ONE WAY STREET.

The sales mentor's job is to find opportunities for you, not just hand them all over. They should be willing to share their contacts with you and provide advice when needed- but they can't do it alone! You must ask questions or get help from your sales mentors .

 The sales mentor is not responsible for your sales completely. Have you ever heard the saying, "It takes two to tango?"

Mentors should be willing to share their contacts with you and provide advice when needed- but they can't do it alone! You must ask questions or get help from them . The sales mentor is not responsible for your sales completely. It takes two to tango!

4. YOU MUST ALSO BE A MENTOR.

If you're looking for sales mentorship, do not expect to be spoon-fed everything your sales mentor has learned throughout their career.

 This is a one way street! Be prepared to share what YOU have learned in YOUR experiences and struggles as a salesperson. Your job, upon entering into a sales mentor relationship, is to be a sales mentor!

One way street! Be prepared to share what YOU have learned in YOUR experiences and struggles as a salesperson. Your job, upon entering into a sales mentor relationship, is to be a sales mentor!

If you're looking for sales mentorship, do not expect to be spoon-fed everything your sales mentor has learned throughout their career.

 This is a one way street! Be prepared to share what YOU have learned in YOUR experiences and struggles as a salesperson. Your job, upon entering into a sales mentor relationship, is to be a sales mentor!

5. YOU SHOULD BE AVAILABLE FOR YOUR MENTOR.

A sales mentor is not a sales coach. They are different. Mentorship takes time and availability on your sales mentors ' part to be effective!

 Your sales mentor will depend on you for support, encouragement, ideas, contacts- anything that will help them succeed just as much as they will help you succeed. They are investing in YOU just as much, if not more!

Your sales mentor will depend on you for support, encouragement, ideas, contacts- anything that will help them succeed just as much as they will help you succeed. They are investing in YOU !!!

6. BE A GOOD LISTENER.

Your sales mentor has given you their time- make it worth their while! As a sales mentee, your job is to listen and take in what they share with you.

 Do not try to pitch or sell them on anything at this point! You are here for the learning experience only. If sales mentors feel like their mentees are not open to learning and only care about sales, it defeats the purpose of sales mentorship.

As a sales mentor, your job is to listen and take in what they share with you. Do not try to pitch or sell them on anything at this point!

 You are here for the learning experience only. If sales mentors feel like their mentees are not open to learning and only care about sales, it defeats the purpose of sales mentorship.

Don't be afraid to share your apprehension about cold calling with a good sales mentor . They can help you process that and coach you through difficulties!

7. HOW DO I CHOOSE A SALES MENTOR?

You can't force sales mentors , but you should not be too picky either. Look for sales mentors within your company who share similar qualities as yourself (or sales mentees if sales mentor relationships go both ways).

 Sales mentors and sales mentees should have good communication skills, a positive attitude, and be sales driven!

You can't force sales mentors , but you should not be too picky either. Look for sales mentors within your company who share similar qualities as yourself (or sales mentees if sales mentor relationships go both ways). Sales mentors !!!

The sales mentor is there for you, but so are your customers and co-workers. This relationship should be symbiotic where all parties benefit from the experience of working together (and learning together).

Be proactive in seeking help when needed; don't wait until it's dire before asking questions. Sales mentors are there to help you, but they're not psychic.

Mentors should be willing to share their contacts with sales reps and provide advice when needed- but they can't do it alone! You must ask questions or get help from sales mentors . The sales mentor is not responsible for your sales completely. It takes two to tango!

The sales mentor is there for you, but so are your customers and co-workers. This relationship should be symbiotic where all parties benefit from the experience of working together (and learning together).

Be proactive in seeking help when needed; don't wait until it's dire before asking questions. Sales mentors are there to help you, but they're not psychic. !!!

Mentors should be willing to share their contacts with sales reps and provide advice when needed- but they can't do it alone! You must ask questions or get help from sales mentors .

Your sales mentor is there for you, but so are your customers and co-workers. This relationship should be symbiotic where all parties benefit from the experience of working together (and learning together). !!!

What Is the Benefit of Sales Mentoring for You (the Mentor)?

Many of the world's top sales organisations use mentorship programmes to both train new salespeople and groom senior reps for leadership positions. At the same time, the mentor is putting in a lot of effort when they could be closing new business.

Sales mentors must consider the organization's long-term benefits, which include:

Development of Knowledge and Skill

The best mentors are dedicated to the organisation and want to give back to junior reps by sharpening their skills through training and serving as a resource to put context behind each sales interaction as the reps gain experience.

The obvious advantage of a mentorship programme is that the organisation actively invests in the development of the sales team, which benefits the bottom line. Working with an organisation that is seeing the effects of this on the bottom line will benefit you (in a variety of ways) as a mentor.

Increasing Participation

Implementing a mentorship programme in your company boosts employee engagement, especially if it is implemented when the employee first joins your company. Great training starts the relationship off on the right foot.

In fact, individuals who have mentors tend to advance faster in their careers than employees who do not have mentors, and the majority of mentors report that their work is more meaningful (Brad Johnson). As a result, both the mentor and the mentee are more engaged.

Leadership Development


Mentorship programmes are not just for salespeople. Businesses also use mentorship programs to develop their managers who serve as sales mentors .

This is a great way to groom sales leaders, which will directly impact your sales organization in the future! You could be grooming your replacement if you decide to jump ship and move on up at another sales organization.

Improved Morale

Mentorship programmes can improve sales team morale. A good mentor encourages mentees and provides the guidance they need to excel at their jobs, which builds trust with your sales reps.

Everyone understands that selling is difficult, especially when prospect after prospect says "no." This can have a negative impact on morale, which feeds into a vicious cycle because low-morale sales teams perform poorly.

Sales mentors provide morale-boosting encouragement and guidance, which will improve sales team spirit.

Improved Productivity

The sales mentor should be a role model for the mentee in terms of work ethic and productivity because he or she is working directly with your sales reps to develop them. This can increase overall sales rep effectiveness as well .


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Heba Arshad

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