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• Design the field-training curriculum and all support materials to include selling skills, product knowledge and competitive knowledge.
  
  
• Help identify key customers who can provide practical on-the-job experience for the new sales rep and design a structured approach so that learning takes place during this practicum. This is particularly beneficial in a sales situation where the customer is a health care professional. The sales rep gains a clear understanding of the customer's environment and the customer feels more invested in the company because they are assisting in the training process.
  
  
• Design a field-trainer teaching guide to assist the field trainer in proper dissemination of the material.
  
  
• Design evaluation tools that measure learning and provide sales managers with feedback on how to work effectively with the new hire.
  
  
• Identify all sample materials to be shipped to new hire.
  
  
• Identify field trainer competencies and write the field trainer job description.
  
  
• Interview and help select potential field trainers from the sales force. In many organizations, this group becomes the pool from which to identify future sales managers.
  
  
• Design a train-the-trainer program for the newly recruited field trainers.
  
  
• Make recommendations on compensation/perks for field trainers.
  
  
• Provide ongoing workshops for field trainers.