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How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition by Herbert Greenberg, Patrick Sweeny

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CHAPTER 20

Getting New Employees Up to Speed Faster

We all know that first impressions can be lasting. As a result, most new employees fall into one of two categories. Some are overly concerned with making a mistake, so they hold back. They are frozen in time, waiting, overanalyzing every situation. Others dive in quickly and, because they haven’t read the situation correctly, make a mistake that characterizes them as “not quite fitting in.” Often they’re just plowing forward with what worked for them in the past rather than taking the time to accurately assess the current situation, and as a result, they never really become part of the team.

The first few days of a new job are what you might call the “Goldilocks time.” New employees are trying ...

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