Vous venez d’intégrer un nouveau membre de l’équipe de vente. Comment pouvez-vous établir une relation instantanée avec eux ?

Lo primero que hay que hacer es pensar en personas. Se nos olvida tanto esta palabra... Que cuando la pensamos y la aplicamos nos damos cuenta de que hay una historia detrás. Saber qué le gusta, quién es, parte de su vida, puede ayudarnos a entender cuáles son los puntos fuertes y dónde deberemos apoyarle. La escucha activa es clave para generar una relación con rapport.

Building instant rapport with a new sales team member starts with genuine curiosity about who they are. Ask about their goals, strengths, and what excites them about the role. Share your vision and how they fit into it—alignment breeds connection. Offer support and make it clear that you’re invested in their success. Transparency and open communication foster trust, and when they feel valued, they’ll be more engaged from the start. Remember, rapport isn’t just built in a day, but these steps lay a solid foundation.

I like to have a one on one with them as soon as possible. During that time I want to learn more about their goals, motivations and truly what gets them out of bed everyday. I also like for them to self evaluate by doing a SWOT analysis. That way we can utilize their strengths while also working together to improve them in areas they perceive as weaknesses. I find by connecting deeper with a person, I can build trust and they will understand that I am there to help support them to achieve their goals. Together we will get there for them, the team and company.

Building rapport starts with showing genuine interest in them as a person. Ask about their background, what they enjoy outside of work, and what motivates them. This isn’t just about small talk; it’s about laying the foundation for a strong, trusting relationship.

YOU CAN NOT. A rapport is built, seeds planted, and nurtured. Start with taking a genuine interest in them. Think of Mr Rogers. Ask about them as a person, you should know the names of important people in their lives. Significant others, children, pets. If there are any common interests build on them. Be genuine and genuinely interested in them!

Active listening is harder than ever. We live in the age of 'Digital Distraction'. So if there is one thing we ALL need to do, it's to become better listeners. Make a habit of repeating some words someone has just used. This tells them you're listening. Give someone 5 mins of pure focus by only asking questions. Only questions. It's harder than it sounds. Listen. Repeat. Ask.

When they share, really listen. Pay attention to their words, tone, and body language. Reflect back what you hear to show that you’re engaged and that their thoughts matter. This builds trust quickly and sets the stage for open communication.

Escucha Activa Mucho más difícil de hacer de lo que parece. Debemos acallar a nuestro yo interior, esa voz que en todo momento trata de interrumpirnos para tratar de entender todo aquello que nuestro interlocutor nos dice. No solo entender, si no comprender su prisma, su perspectiva, las emociones que nos quiere transmitir. Hacerle ver con expresiones que realmente nos interesa todo lo que nos dice. Una encuesta demostró que toda persona que siente que está siendo escuchada tiene una subida de autoestima y un crecimiento en la opinión personal sobre sí mismo y la persona que le escucha.

Share your own journey—both the ups and the downs. When you open up about your experiences, you create a sense of camaraderie and let them know they’re not alone in facing challenges.

Most people want accountability. In fact they thrive on it. So setting the expectations, the KPI's we measure and why, and making their individual goals part of the strategy for success will keep them engaged and motivated. Also, defining their path to success and how the entire team will support them is key in ensuring that we are all working towards the same goals.

Be clear about what’s expected from the start. Set goals together and outline how you’ll support them in achieving these. Knowing what’s ahead helps them feel secure and sets a collaborative tone.

Las expectativas deben haber sido explicadas antes de que la persona ingrese al puesto en cuestión, si no ya será tarde. Hay otra cosa muy importante que es tanto los valores como la cultura de la empresa la que hay que enseñar al nuevo compañero. Tanto los valores como la cultura deben ir alienados con los del nuevo compañero, ya que en caso de no estarlo, nunca será realmente feliz ni parte del equipo o la empresa.

This is a huge part in developing a long lasting professional relationship. They want leader they feel are invested in them. That will help coach, mentor and that will lead them with integrity, passion and a desire for them to reach their goals. Open, honest and transparent communication in providing them feedback with actionable items for improvement also shows you are invested in their success. Together is a much better path than fighting the battles alone.

Start celebrating their small victories early on. Whether it’s closing their first deal or just having a great client interaction, acknowledging their successes helps build confidence and strengthens your rapport.

Celebrating wins with new salespeople is essential for building confidence, rapport and motivation. Recognize both small and large achievements, such as closing a deal, hitting targets, or mastering a new skill. Use team meetings or informal gatherings to highlight successes, share stories, and express appreciation. This fosters a positive culture, encourages teamwork, and helps new salespeople feel valued and engaged in their journey. Remember, every win counts!