Alex from Procore and Marc from MindTickle explore:
State of the industry
Need for Sales Enablement
Sales Enablement and Sales Readiness at Procore
Best-in-class framework for Sales Readiness
2. Learn • Share • Network
Please Welcome
Alex Jaffe
Manager, Sales Enablement
Procore Technologies
Marc Wendling
VP of Sales,
MindTickle
3. @mindtickle #MTWEBINAR
Agenda
3
Plan for today
● Panel style discussion
● Agenda:
○ State of the industry
○ Need for Sales Enablement
○ Sales Enablement and Sales Readiness at Procore
○ Best-in-class framework for Sales Readiness
4. We will be taking audience questions throughout the speaker presentation
and answering them at the end. There will be audience polls throughout the
presentation.
Please send in your questions to the moderator via chat.
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5. What We Will Be Talking About
Driving Business Impact Through
Next-Gen Sales Enablement
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7. @mindtickle #MTWEBINAR
What is Sales Enablement
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Sales Enablement is about improving productivity. Sales Enablement function should maximize yield
from every hour a rep works.
9. Role of
Enablement
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So what does Sales Enablement do?
Functions
Sales Leadership
Product Marketing
Communications
Executives
Sales Ops
Peers
Initiatives
● Orchestrates
● Synthesizes
● Creates
Sales Onboarding
Product Training
Certifications
Content and Assets
Business Updates
Technology
Inputs
MeasureFeedback
Deliverables
10. Here are a few real-life examples of results achieved
Hyper-growth companies (including Procore and other tech giants)
achieved these results* by implementing a well-designed sales
enablement program:
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*Source: MindTickle data – real results from a broad range of customers
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• Reduced new hire ramp up time by up to 58%
• Reduced time to first $50K sale from 192 days to 85 days
• Improved win rates against competition
• Improved overall quota attainment ratio
11. What We Will Be Talking About
Procore:
Who we are and what we do
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12. What We Will Be Talking About
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Procore is the the world's most widely used construction project management
software. Procore helps contractors keep track of projects through the entire
lifecycle of a construction project, from bidding to closeout, and reduce errors and
cost overruns.
Procore was featured on Forbes Next Billion-Dollar Startups 2016, and reached
unicorn status on Dec 2016.
Headquartered in Carpinteria, CA, Procore has over 700 employees with 7 offices
across the United States.
What does Procore do?
13. What We Will Be Talking About
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Answering the “Why”
1. Rapidly growing sales team across the country (new offices, field sales)
2. Keeping salespeople up-to-date on constantly evolving product, industry and
competition.
3. Need for alignment of messaging and process in hyper-growth sales team
(ramped reps + new hires)
4. Effective management and delivery of sales collateral to ensure consistent
customer experience
The only constant is change.
Sales Enablement at Procore delivers a structured and outcome oriented approach to
ensure the success of the sales team.
Why Sales Enablement?
14. Audience Poll. Please add your response to the chat window
Do you have a dedicated Sales Enablement team?
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15. What We Will Be Talking About
Procore:
Our approach to Sales Enablement.
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16. Sales Enablement at Procore
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Sales
Readiness
Sales Enablement
Sales
Our Mission
Enable sales to sell more, faster, and easier.
Our Team
Sales Enablement is the facilitator to drive anything and
everything to ensure sales success.
Our Approach
Sales Readiness at Procore facilitates excellence in three
primary areas of sales
● Selling Skills
● Product/Industry
● Technology/Efficiency
Focuses on building knowledge, process and skills across the
three areas of excellence.
17. Sales Enablement at Procore
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Our Process
Sales Enablement seeks to maximize core selling activities in order maximum the output of each rep.
The above is a representation from the SiriusDecisions Sales Enablement Model.
18. Sales Enablement at Procore
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Our Team
Sales Enablement at Procore is structured into two distinct categories. All roles within the categories
function as a conduit between sales and the respective department (based on initiative)
1. Segment Based
2. Functional Based
Focuses on mapping out challenges, proposed solutions, and rollout. Structure will be heavily
dependent on your industry, size of team, stage of company, etc.
Segment Based Functional Based
● SMB, Mid-market, Enterprise, Install, Sales
Dev, Sales Eng, etc.
● Technology, Content, Communication,
Readiness, Product, Competitive, etc.
19. Sales Enablement at Procore
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Quarterback
Receivers +
Running back
Offensive Line
Coaching
Staff
Sales Enablement, supports the
business sponsor, and pilot
groups through the process to
help drive a successful
completion of the initiative.
Business Sponsor, typically
member(s) with the most
passion for the initiative, or
whomever has the most stake.
Sales Pilot Group, typically a
small group of sales reps that
will pilot the initiative - focused
on identifying any changes, and
responsible for rollout to larger
group.
Sales Leadership Alignment,
the greater management team
to ensure full team alignment
and support of the initiative.
Business Sponsorship Analogy
Driving a successful initiative is very similar to executing a successful play. Sales Enablement is not the
business sponsor of sales initiatives - we function as a facilitator.
20. Sales Readiness at Procore
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At Procore, we focus on three areas of excellence in sales.
Knowledge & Process
Training, Onboarding, Ongoing,
Coaching
Skill
Developed Over a Lifetime
21. What We Will Be Talking About
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Sales Readiness
At Procore, we approach sales readiness in two distinct views:
1. Sales Onboarding
2. Ongoing Enablement
Sales Readiness at Procore
90+ Days0 - 90 Days
2. ONGOING ENABLEMENT1. ONBOARDING
22. #1 Sales Onboarding Overview
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90+ Days60-90 Days5 days 5-30 Days 30-60 Days
FULLY RAMPED
Procore facilitates a structured, streamlined and outcome oriented onboarding process to
ensure the reps are set-up for success. The onboarding milestones are as follows:
Onboarding Approach
● Structured and outcome oriented
● Personalized by role and segment
● Blended learning and activities
Onboarding Buckets
● Bootcamp 0-5 Days
● 5-30 Days
● 30-60 Days
● 60-90 Days
23. #2 Sales Ongoing Enablement Overview
Ongoing Enablement
1. Equally as important as Onboarding.
2. Tailored to the ramped reps
3. Focused on new initiatives and updates to drive continuous sales success.
● Constant Reinforcement of knowledge and skills
● Regular Updates on knowledge and processes
● Periodic Re-calibration of processes and skills
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Constant Reinforcement
90+ Days - Regular Updates
Periodic Re-Calibration
24. Audience Poll. Please add your response to the chat window
What are some of the key metrics you use to measure the
impact of your enablement program?
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25. Impact of Sales Enablement at Procore
Measuring the Impact
1. Align to Global Sales Objectives/Key Results.
2. Identify leading vs lagging indicators.
Leading - Emails/Calls/Meetings/Pipeline Flow
Lagging - Closed, Won $, ASP, ASC
3. Define the success metrics with the business sponsor. Needs to be
measureable (ie. increase ASP, pitch training consumption, adoption metrics).
4. Measure it and be honest with the results.
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26. Impact of Sales Enablement at Procore
1. Company: 100+% YOY Growth.
2. Sales: Average rep attainment is greater than 100+%.
3. Sales: 90+% of reps hit time to first deal target.
4. Sales Enablement:
90+% adoption metrics (content, tech, etc.)
Sales reps rate the overall program at 4.8/5 (internal NPS survey)
99% of sales reps recommend the program
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27. What We Will Be Talking About
Attributes of a best-in-class Sales Readiness Program:
The Ideal Sales Readiness Framework
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32. Knowledge
& Skills
Message Calibration
Process
TimeRequiredfromRep
Refreshing
Communication
Coaching/
Accountability
Common
Triggers
Readiness ProcessesKnowledge Baselining
Message Calibration
Ideal Sales Readiness Framework
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After QBRs
After Sales Kickoff
After Product Launch
After Onboarding
New Product Updates
News About Competition
New Marketing Message
Sales Leader Podcast
Changing Competitive
Position
New Objection Handling
Manager Coaching as per
Local Needs
Changing Pricing
Strategy
Sales Onboarding
Product Launch
Company Acquisition
Changing Corporate
Strategy
33. Knowledge
& Skills
Message Calibration
Process
TimeRequiredfromRep
After QBRs
After Sales Kickoff
After Product Launch
After Onboarding
New Product Updates
News About Competition
New Marketing Message
Sales Leader Podcast
On The Ground
Performance Gaps
Insights / Analytics
On Gaps
Refreshing
Communication
Coaching/
Accountability
Common
Triggers
Readiness Processes
Changing Competitive
Position
New Objection Handling
Manager Coaching as per
Local Needs
Changing Pricing
Strategy
Knowledge Baselining
Message Calibration
Sales Onboarding
Product Launch
Company Acquisition
Changing Corporate
Strategy
Ideal Sales Readiness Framework
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34. Summary
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KEY TAKEAWAYS
1. Investing in Sales Enablement will separate great companies from good companies.
2. Reducing ramp time and time to first sale has had a significant impact on Procore’s growth story.
3. A structured sales readiness program will improve win rates, quota attainment and reduce attrition
rates.
4. Map enablement outcomes to business results - leading indicators (e.g. readiness) and lagging
indicators (e.g. revenue, quota attainment)
35. Learn • Share • Network
Questions?
Alex Jaffe
Manager, Sales Enablement
alexj@procore.com
procore.com
in/alexsjaffe
Larry Reeves
CEO
info@aa-isp.org
aa-isp.org
in/larryreeves
Marc Wendling
VP of Sales
marc@mindtickle.com
mindtickle.com
in/marc-wendling-0b1503
36. Learn • Share • NetworkTaking Inside Sales to the next level of professionalism & performance…
THANK YOU!
A replay of today’s session will be available in our Knowledge Center at aa-isp.org
37. @mindtickle #MTWEBINAR
A comprehensive sales readiness platform for inside sales, field sales, and partner
enablement — Onboard. Coach. Reinforce. Update.
Proven high adoption. Trusted as the strategic sales enablement partner by companies,
like AppDynamics, Cloudera, MongoDB, Nutanix, Procore, and many more.
Call us on 1(800) 231 5578 or email info@mindtickle.com to set up an appointment.
Schedule a call
with us for a deeper dive
into your Sales Enablement.