Welcome to the seventh in a series of emails from Burrall Associates. This column has evolved from frequently asked questions we encounter when helping companies push for their greatest potential. If you have a topic you'd like to see addressed, email it to mark@burrallassociates.com and we'll consider it for future emails.

So the 90-day introduction went smoothly for both the new salesperson and your company. Great! Now comes the coaching phase, during which we guide the newcomer through a six-month ramp-up period.

We'll set long-term expectations, guided by your company's previous experience with other new salespeople. If in the past it took your salespeople 10 months to get up to speed, we won't expect the newcomer to do it in five.

We also set milestones along the way -- number of customers contacted, small orders coming in -- that are achievable within a short period of time. This lets the new salesperson get comfortable in his or her role.

We continuously monitor performance, keeping up the momentum established by the 90-day positive start. After six months, you'll have a precise picture of your new hire's progress toward becoming a full-fledged team member.

For more information about our 7 Steps to Hiring Success, visit 7 Steps or contact us.