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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 david@leveljumpsoftware.com to chat!

David BloomFounder & CEOLevelJump