As part of the sales team, I've had to figure out alot of tips and tricks on my own in terms of cold calling. So it was very frustrating to realize 6 months in that many of the answers to my "what should I talk about on the phone" questions could be found in the STS (yes, I was aware that the STS had helpful things but it is huge and hard to navigate without a guide, I have LOTS of calls to make everyday so I'm not interested in taking too much time to look at material that won't apply ASAP). I would structure sales training differently and have more quizzes to test for understanding of important concepts for calling (when you're new, you don't know what you don't know). Also, I feel like my sales team should have spent WAY more time role playing cold call conversations and creating a list of answers to objections before going live on the phones. I had an anxiety attack my first week calling because I had NO IDEA what to say to people when they asked me questions.
