Sales mentorship program structure

Build formal mentorship for skill development. Program structure: Pair senior reps (mentors) with new/struggling reps (mentees). Duration: 6 months. Commitment: 1 hour/week. Mentor selection: top performers, willingness to teach, communication skills. Matching: by skill gap (new rep with veteran), territory (same vertical for relevance), personality (assessment fit). Activities: 1. Call shadowing (mentor observes mentee, provides feedback). 2. Reverse shadowing (mentee watches mentor calls). 3. Role-playing (practice discovery, objection handling). 4. Deal reviews (strategy sessions on active opportunities). 5. Goal setting (monthly targets, skill development areas). 6. Book club (read sales books together). Accountability: shared tracker, manager check-ins, end-of-program presentation. Incentives: mentors get bonus or recognition, priority for promotions. Benefits: faster ramp time (3 months vs 6), higher quota attainment (10-15% lift), retention improvement. Mentee feedback drives mentor improvements.