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On-boarding new sales reps:
The first 90 daysBrian Groth
Sales Enablement Manager
March 2015
http://www.linkedin.com/in/bgroth
@BrianGroth
The Problems
Ramping Up
Full Productivity
Stay or Go?
6 months
or
Length of sales
cycle + 3 months
62% leave within
the first 2 years:
http://www.salesl
eadershipcenter.
com/pdf/2011-
2012-Sales-
Effectiveness-
Survey-ppt.pdf
Have you done
anything to keep
your reps? Are
they motivated,
engaged,
encouraged and
growing?
Not
Engaged
Engaged
Actively
Disengaged24%
63%
13%
2013 Gallup: State of the Global Workplace Report (Worldwide)
Quota Attainment in SaaS
This and other industries are available at https://www.xactlycorp.com/category/infographics/
Quota Attainment in SaaS
This and other industries are available at https://www.xactlycorp.com/category/infographics/
Have an on-boarding plan that
answers these questions
1. What’s your goal? For example:
Reduce the "Ramp Time to Full Productivity", which is the
time it takes for a new sales employee to retire quota at a
rate that exceeds 100% of their goal.
Have an on-boarding plan that
answers these questions
1. What’s your goal? For example:
Reduce the "Ramp Time to Full Productivity", which is the
time it takes for a new sales employee to retire quota at a
rate that exceeds 100% of their goal.
2. Who will help, write guidance, train/present, mentor and
coach?
Have an on-boarding plan that
answers these questions
1. What’s your goal? For example:
Reduce the "Ramp Time to Full Productivity", which is the
time it takes for a new sales employee to retire quota at a
rate that exceeds 100% of their goal.
2. Who will help, write guidance, train/present, mentor and
coach?
3. Are there differences per role, per expertise, per location?
Have an on-boarding plan that
answers these questions
1. What’s your goal? For example:
Reduce the "Ramp Time to Full Productivity", which is the
time it takes for a new sales employee to retire quota at a
rate that exceeds 100% of their goal.
2. Who will help, write guidance, train/present, mentor and
coach?
3. Are there differences per role, per expertise, per location?
4. How will guidance and training be delivered? (In Person, On
Demand, In House, 3rd Party)
Have an on-boarding plan that
answers these questions
1. What’s your goal? For example:
Reduce the "Ramp Time to Full Productivity", which is the
time it takes for a new sales employee to retire quota at a
rate that exceeds 100% of their goal.
2. Who will help, write guidance, train/present, mentor and
coach?
3. Are there differences per role, per expertise, per location?
4. How will guidance and training be delivered? (In Person, On
Demand, In House, 3rd Party)
5. How will you improve the on-boarding?
Have an on-boarding plan that
answers these questions
1. What’s your goal? For example:
Reduce the "Ramp Time to Full Productivity", which is the
time it takes for a new sales employee to retire quota at a
rate that exceeds 100% of their goal.
2. Who will help, write guidance, train/present, mentor and
coach?
3. Are there differences per role, per expertise, per location?
4. How will guidance and training be delivered? (In Person, On
Demand, In House, 3rd Party)
5. How will you improve the on-boarding?
6. How will you measure the impact of on-boarding?
Week #1
1. Meet with Sales Enablement to get familiar with the sales process
and first things to know
The Sales Process
Know where to watch videos about products and sales pitches
Get set up with tools like LinkedIn Sales Navigator
2. Meet with whoever teaches your CRM internally:
Show how each of these work: Leads, Accounts/Contacts,
Opportunities, Activities, Campaigns, Reports/Dashboards, Tools, Mass
Emails
3. Meet with your sales manager to understand:
Initial goals, quota and accounts
4. Get set up with a peer sales rep that you can shadow on sales
calls
The Next Few Weeks
1. Attend “boot camp”
1. Sales Boot Camp (for AE roles)
2. Sales Development Boot Camp (for SDR/non-closing roles)
3. Tech Sales Boot Camp (for Sales Engineers, Solution
Consultants)
2. Have a plan for your first set of accounts and leads
3. Master the cold call and the initial sales presentation
4. Manage your opportunities (research, social, etc.)
5. Get some customer-time
6. Know where to find the top set of content
7. Continue working through the 30, 60 and 90-day checklists
Sales Boot Camp Agenda
1. The big picture of who
we are and how we sell
2. How we sell and who
sells it
3. Our products
4. Working the opportunity
5. Closing
6. After the sale
http://www.slideshare.net/BrianGroth/sales-boot-
camp-agenda-for-new-sales-reps-42735713
Process
(& Methodology)
Products
(& Messaging)
Tools
Industry
The 30-60-90 Day PlanCapabilities & Behaviors
http://www.slideshare.net/BrianGroth/sales-onboarding-306090-day-
plan-oct-2014
The on-boarding process
First WeekOn-
Boarding Guide
Boot Camp
Follow-Up On-Going
Reps meet with:
1.Sales Enablement
2.CRM contact
3.Sales Manager
4.Plan for the next
available Sales
Boot Camp
Self-paced
guide for the first
30, 60 and 90
days:
1.Process &
Methodology
2.Product &
Messaging
3.Tools
4.Industry
The sales
manager owns
driving this
At HQ, covering:
1.Who we are
2.How we sell
3.Our products
4.Working the
opportunity
5.Closing deals
6.After the sale
1.Establish a
plan
2.Get some
customer-time
3.Manage first
opportunities
4.Master
messaging
1. Mentoring
2. Coaching
3. Regular Training
4. Career Paths
Resources
Sales Boot Camp Agenda:
http://www.slideshare.net/BrianGroth/sales-boot-camp-
agenda-for-new-sales-reps-42735713
30-60-90 Day On-Boarding Plan:
http://www.slideshare.net/BrianGroth/sales-onboarding-
306090-day-plan-oct-2014
Incentive performance metrics, by industry:
https://www.xactlycorp.com/category/infographics/
http://www.linkedin.com/in/bgroth
@BrianGroth