On boarding new sales reps - the first 90 days

On-boarding new sales reps:

The first 90 daysBrian Groth

Sales Enablement Manager

March 2015

http://www.linkedin.com/in/bgroth

@BrianGroth

Agenda The Problems

Have a Plan

The First Weeks

Sales Boot Camp

The 30-60-90 Day Plan

On-Going

The Problems

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 A Plan

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?

The First Weeks

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

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

The 30-60-90

Day Plan for the

Sales Rep

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

On-Going

On-GoingCapabilities & Behaviors

Mentoring

Coaching

Regular Training

Career Paths

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SummaryAlso please ratethis presentation

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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