You will get many ideas here from P4P'ers.
Will the newbie have sales experience?
If not I would make them do at least 20 calls in the field everyday. If they run across something that is hot, then you step in to make the presentation/recommendation to the client.
- No phone calls for at least a month
- Incentive for finding a prospect that is interested in buying now $25-$45
- Bonus of $25-$45 for cold calling more than 25 in a day. Keep in mind that you want them to cold call quality accounts. Personally, I would spend a couple of hours per week and give them the list of accounts you want to them to cold call
- Incentive them for excellent prospecting, if a cold call turns into a sale, then throw them what you think is right.
- Check their results daily by viewing business cards that they have gathered (or envelopes with the companies name on it), I would also go as far as giving them a company phone, so you can track where they are.
- Above all stay on top of what they are doing on a daily basis.