Training Sales RepsHow to Turn New Hires Into Standouts

Ben BrocklandDirector of SalesDataFox@BenBrockland

Bastiaan JanmaatCEODataFox@bastiaanjanmaat

Agenda1. First few weeks

2. Tips and tricks

3. Sales playbook

4. Metrics and dashboards

Training is more important than ever

Source: The Bridge Group

Training is more important than everRep Tenure @ Hire

Pat 1.7 yearsAlex 3.5 yearsGeorge 1.5 yearsAmelia 0 yearsBrooks 0 yearsTeam 1.3 years

Source: The Bridge Group

Training impacts recruiting

“What type of a training program do you have in place?”

- Amelia (SDR)

“What do the first few weeks look like?”

- Pat (BDR)

Before the first day

Before Day 1

• Calendar the whole first week• Send blog posts & sales playbook

Set the tone for speed, Day 1First day• Desk, phone, email, etc… already set up• Upfront contract with goals and deliverables

First 2 weeks at DataFox

Week 1

• 28 hours - Classroom training • 10 hours - Call shadowing

Week 2

• Shadowing – Customer success, role-specific, AEs

• Get on the phones

Google docs

Non sales training• Engineering – 6 hours / Marketing - 3 hours• Confidence booster while on the phone• Enables new hires to find their own answers• Everyone gets to know the team

Tool habits

Where can I find….

Sales playbook • Targeting & Qualification • Messaging • Customer Archetypes & Use Cases• Know your Competition• FAQs & Objection Handling

Sales playbook • Targeting & Qualification • Messaging

• Customer Archetypes & Use Cases• Know your Competition• FAQs & Objection Handling

Bite-sized and full-meal messaging

Sales playbook • Targeting & Qualification • Messaging • Customer Archetypes & Use Cases

• Know your Competition• FAQs & Objection Handling

Top customers, why did they actually buy?

Sales playbook • Targeting & Qualification • Messaging • Customer Archetypes & Use Cases• Know your Competition• FAQs & Objection Handling

The hardest question new SDRs face

You can’t improve what you don’t measure.

Build dashboards accordingly.

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Waterfall priorities

Waterfall priorities

Waterfall priorities

Now when you have some time

Own results that get to quota

Mistakes we made• Customer success call shadowing• Calendar ongoing training • Single POC for ownership on call shadowing• Deal reviews on major customer wins

Easy wins• Set the tone for speed early • Waterfall approach with dashboards on priorities• Tear sheets on the desk

Q & A

Ben BrocklandDirector of SalesDataFox@BenBrockland

Bastiaan JanmaatCEODataFox@bastiaanjanmaat