On-boarding Sales Reps: The First 90 Days
•Als PPTX, PDF herunterladen•
36 gefällt mir•16,146 views
The document outlines an on-boarding process for new sales reps over their first 90 days. In the first week, reps meet with sales enablement, CRM contacts, and their sales manager. They also plan to attend the next available sales boot camp. The boot camp covers the company, sales methodology, products, opportunities, and closing deals. Reps also follow a self-paced 30-60-90 day guide. Ongoing, reps receive mentoring, coaching, and regular training, with the goal of reducing time to full productivity.
Empfohlen
Empfohlen
Weitere ähnliche Inhalte
Was ist angesagt?
Was ist angesagt? (20)
Ähnlich wie On-boarding Sales Reps: The First 90 Days
Ähnlich wie On-boarding Sales Reps: The First 90 Days (20)
Mehr von Brian Groth
Mehr von Brian Groth (17)
On-boarding Sales Reps: The First 90 Days
- 1. On-boarding new sales reps: The first 90 days Brian Groth Sales Enablement Manager March 2015 http://www.linkedin.com/in/bgroth @BrianGroth
- 2. Agenda The Problems Have a Plan The First Weeks Sales Boot Camp The 30-60-90 Day Plan On-Going
- 3. The Problems
- 4. 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?
- 5. Not Engaged Engaged Actively Disengaged24% 63% 13% 2013 Gallup: State of the Global Workplace Report (Worldwide)
- 6. Quota Attainment in SaaS This and other industries are available at https://www.xactlycorp.com/category/infographics/
- 7. Quota Attainment in SaaS This and other industries are available at https://www.xactlycorp.com/category/infographics/
- 8. Have A Plan
- 9. 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.
- 10. 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?
- 11. 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?
- 12. 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)
- 13. 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?
- 14. 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?
- 15. The First Weeks
- 16. 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
- 17. 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
- 18. Sales Boot Camp
- 19. 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
- 20. The 30-60-90 Day Plan for the Sales Rep
- 21. Process (& Methodology) Products (& Messaging) Tools Industry The 30-60-90 Day Plan Capabilities & Behaviors http://www.slideshare.net/BrianGroth/sales-onboarding-306090-day- plan-oct-2014
- 22. On-Going
- 23. On-Going Capabilities & Behaviors Mentoring Coaching Regular Training Career Paths
- 24. Summary Also please rate this presentation
- 25. Summary Also please rate this presentation Hint: 5 stars means you found it useful
- 26. The on-boarding process First Week On- 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
- 27. 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
Hinweis der Redaktion
- Learn about what to do with your new sales reps in the first week to get them motivated, learning and started. Then, how to keep the momentum going in the first few months on the job.
- 63% of works are disengaged. Research proves execs must change their operating environment given buyer sophistication as they are 63% through the buying process before contacting a rep. Analysis illustrates customer loyalty no longer falls directly on traditional drivers such as product differentiation, brand impact, and perceived value – loyalty increasingly falls on the sales experience. 53% of customer loyalty is driven by a salesperson’s ability to deliver unique insight. Inspiring sales rep performance has never been more crucial
- Ideally at HQ to meet senior leadership and key contacts in other teams: Marketing, Partners, IT, HR, etc.
- For the geometry nerds out there, this special right triangle offers an instance to use the Pythagorean theorem. I can't remember what that is though.
- Process = internal steps (how you move through the deal). Methodology = Customer Interactions (how you talk, pitch, drive)
- Build on what you’ve already started with the boot camp and 30-60-90 day plans