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Intern Training Guidelines – 10 Week Intern Program

Company Introduction: Provide an updated overview of the tech rep firm, including recent changes and key personnel. Introduce in-person or virtually
Industry Landscape: Incorporate the latest trends and advancements in the technology industry.
Business Model: Detail the rep business model and highlight its unique aspects.
Product Portfolio: Update the product lines with the latest offerings and any modifications.
Internship Overview: Emphasize the technical nature of the internship, its significance and potential career benefits.
Requirements and Expectations: Outline expectations for the intern. On-site, hours, travel, etc..
Resources: Provide a list of technical resources available, including training materials, mentors and support channels.
Success Tips: Offer practical tips for success in a sales role. Set schedule to travel with all employees or meet virtually and create assignments for each as desired with details in WEEK 4

CRM Updates: Introduce any new features or enhancements in the CRM system, emphasizing its technical capabilities.
Target Markets: Reevaluate target markets based on the latest technological developments using ERA SearchLink.ai or other tools
Customer Research: Stress the importance of in-depth technical research and provide tools/resources like ERA SearchLink.ai.
Rep Firm Differentiators: Emphasize unique selling points and how they differentiate the firm.
Value Proposition: Reinforce the firm’s value proposition

Territory Management: Discuss strategies for managing territories effectively.
Sales Roles: Provide detailed information on inside sales, field technical sales and customer service roles.
Customer Communication: Offer guidelines on effective communication with customers.
Design-in Products: Highlight key technical products and strategies related to design-in processes. Gain input from all employees on this

Pre-call Research: Emphasize thorough technical research before customer interactions.
Customer Calls: Clarify the types of calls interns will make (cold, warm or established) and set expectations.
Customer Roles to Be Called On: Provide a detailed list of roles to target, defining expectations and next steps.

Manufacturer Interactions: Detail the firm’s interactions with manufacturers and distributors
Sales Cycles: Update information on sales cycles, milestones and potential challenges.
Resource Solutions: Offer solutions and resources for overcoming common challenges. Deep dive into principal portals.

Formal/Informal Evaluation: Implement a structured evaluation process to assess technical progress and feedback.
Expanded Shadowing: Include additional shadowing opportunities to broaden interns’ exposure.

Key Resources: Revisit key resources and their impact on the sales process.
CRM Importance in Sales: Reinforce the critical role of CRM in growing sales and maintaining customer relationships.
Business Reporting: Showcase the importance of monthly and quarterly business reporting.

Strength Assessment: Identify and leverage each intern’s strengths for the benefit of the team.
Value Contribution in Sales: Emphasize how interns can contribute meaningfully based on their strengths.

Final Review: Conduct a comprehensive two-way review, highlighting achievements and areas for improvement.
Next Steps: Clearly outline the next steps for interns, whether it involves potential employment, further training, or future sales opportunities.
Future Expectations: Communicate ongoing expectations and potential opportunities for future collaboration as a sales rep in the electronic industry