180607-WB How To Build A Sales Onboarding Program For ......6/7/18 1 How To Build A Sales...
Transcript of 180607-WB How To Build A Sales Onboarding Program For ......6/7/18 1 How To Build A Sales...
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How To Build A Sales Onboarding Program To Shorten Ramp Rate
Webinar
David BloomFounder & CEOLevelJump
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3 pillars to learn
Milestones
MetricsTraining
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What is sales onboarding anyways?
Corporate Orientation
Sales Bootcamp
Sales Onboarding
Sales onboarding maturity model
• Generic onboarding• Same for every employee• Mostly corporate and HR
• Sales onboarding as an event
• Dump and run• 1-4 week, then little
support
• Onboarding as a journey• Exercises and milestones
mapped over a longer time
• Coaching and training to support milestones achievement
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Why you need sales onboarding
• People typically fall into sales• Need to develop into the trade,
not trained for it• Performance-based role, different
than many other professions
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Source: The Bridge Group; SaaS AE 2017: Metrics and Compensation Research Report
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Source: The Bridge Group; SaaS AE 2017: Metrics and Compensation Research Report
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Source: The Bridge Group; SaaS AE 2017: Metrics and Compensation Research Report
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ROI of sales onboarding
$2.5M $5M1 Month Faster 2 Months Faster
Assumptions: $25k average deal size. $600k annual quota. 7 months average ramp.Adding 50 new reps.
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Approaches to fixing quota gap
Hiring Only A Players
Repeatable Sales Process
Sales Training & Coaching
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It starts with onboarding
Poor onboarding creates bad habits in your new hires that become almost
impossible to correct later on
K E Y I N S I G H T
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“The chains of habit are too light to be felt until they are too heavy to be broken.” - Warren Buffett
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Key elements of sales onboarding
Content Coaching
Training Milestones
Technology
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Goal Alignment
Leading Metrics Timing Training Sales
Knowledge
Mapping sales onboarding
Sales onboarding process mapping
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Start with the end in mind
AE• Time to first quota• Time to consistent
quota
BDR• Pipeline quota• Meeting quota
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Reverse engineer & time your leading metrics
AE• Monthly ramp quota• # of opptys created• Pipeline amount
BDR• Monthly ramp quota• Weekly/monthly
conversations
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Map out exercises
AE• Market overview• Customer knowledge• Product positioning
BDR• Market overview• Customer knowledge
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Build out sales knowledge
AE• Competitive knowledge• Objection handling• Negotiation tactics
BDR• Competitive knowledge• Objection handling
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Optimize over timeBuild
Deploy
AnalyzeFeedback
Iterate
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Automate Sales Onboarding
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Programs
Build customized programs by roles. Out of the box templates based on industry best practices. Video coaching rooms for practice, peer feedback, and certifications. Automate CRM milestones achievements and notifications.
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Coaching
Video coaching rooms allow your team to practice pitches, role plays, and skills with managers. Leave manager or peer-to-peer feedback. Share win stories and best practices across teams.
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Just-in-time
Just-in-time micro coaching and content based on Salesforce fields. Smart cards linked to your sales and marketing assets. Centralized library of win stories, client testimonials, and best practice videos.
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Insights
Visibility on how your reps are improving performance over time. Customized enablement reports with Salesforce metrics. Real-time reporting of program status and milestones achievements. Insights on how to improve your program effectiveness.
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“LevelJump is taking our onboarding and certifications to the next level. Initial setup and deployment of my first certification program happened in 3 days. The support I have received from the team at LevelJump has been extraordinary. I recommend them without hesitation.”
Meredith, Manager, Sales EnablementBluecat
“LevelJump is a must have for sales enablement teams serious about moving the performance curve. It has significantly helped us automate and scale our national onboarding program.We’re seeing great initial feedback from both the team members and their sales leaders.”
Paul, Director of Sales EnablementTELUS Business
“Within one week of installing LevelJump, we were using it to make sales enablement videos available to our sellers. Our new hires are ramping faster, and the existing team is seeing improved close rates and quicker deal cycles.”
John, Sales Operations and Enablement ManagersMagnitude Software
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Summary
Milestones
MetricsTraining
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Want to learn more?LevelJumpSoftware.com/demo
… or email me at [email protected] to chat!
David BloomFounder & CEOLevelJump