Lead manager training: what a new hire should do in the first 30 days

What should a new lead manager do in the first 30 days?

Day 1. Give the new hire access on the first morning: the CRM, the dialer, the shared inbox and the team chat. Then about 30 minutes of practice on the four things every first call has to find out: why they're selling, how soon, the condition of the house and the price they have in mind. They finish by booking a made-up seller for a visit.

Day 2. Push-back and follow-up. The seller says "just give me a number", "I need to talk to my wife" or "you'll lowball me". The new hire practices answers that keep the call going without guessing a price.

Days 3 to 5. Live calls with a buddy listening. Before each calling block, 10 minutes of practice on whatever went wrong the day before. At the end of each day, the buddy and the new hire look at the notes left for the closer. Could the closer walk into the visit knowing the seller?

Weeks 2 to 4. The new hire owns a small list. Every lead needs a dated next step, and the team lead checks the list twice a week. Two 15-minute team huddles a week cover the skill the team missed most. The huddle format is in how to role-play seller calls with new reps.

What to check at day 30

• Every lead they touched has a next step with a date.
• Their notes answer the four questions without a follow-up call.
• They book visits with a name and a time, not "someone will call you".
• They can say what they'd do differently on their worst call this month.

Want this on one page to print? Use the new lead manager checklist.

Related guides