Taming the Chaos to Focus on Growth Beth Allen & Kristin Kelly Learning & Enablement Viewpoint
Viewpoint Construction Software
Transforming the construction industry with
integrated construction
accounting and project
management software and
solutions.
• Founded in 1976
• Focused on growth• Numerous acquisitions
• Acquired by Trimble in 2018
• Currently:• 800+ employees worldwide
• 8000 customers worldwide
• Portfolio of 10 products:• 127 product releases in 2018
• 72 product releases in 2019 YTD
3
Our Sales Enablement Journey
April 2017
100 learners
August 2017
Our Sales Playbook combined with the MindTickle platform established a foundation for
growth.
Seller
Professional
ServicesCRM Team
Pricing Team Learning &
Enablement
Marketing
LEGALSales OperationsFinance
Product Team
Sales Engineers
• CRM Team• Professional Services• Pricing Team• Learning &
Enablement• Sales Engineers• Marketing• Legal• Product Team• Sales Operations• Finance
SellerSales
Enablement
Sales Communication Success
Weekly Sales Communications Completions August 2019
New Logo Sales Team (NA) – 93%
Customer Sales Team (NA) – 90%
APAC/EMEA Sales Teams – 45%
July 15 commsNA Sales
95% completion
Team completion
data reported monthly
Sales Onboarding JourneyRamp Plan & Sales Certification
DAY 1 - 30
DAY 31 - 60
COMPLETE SALES ONBOARDING• Participation in Sales Bootcamp• Hands-on product training to build demo
capability• Shadowing• Demo Assessment (Insight Pitch + Demo)
QUOTA EXPECTATION: 25 %SALES ONBOARDING PROGRAM• Daily Check-ins• Primary training in Viewpoint University• Viewpoint Way & Construction Industry• Product introduction & prereqs
QUOTA EXPECTATION: 0 %
• Dedicated sales activity• Coaching by manager• Ongoing training • Analytics to track pipeline growth, sales
activity, demos conducted, and quota attainment
QUOTA EXPECTATION: 80+ %
SALES CERTIFICATION EVALUATION
• Dedicated sales activity• Additional product training• Coaching by manager
QUOTA EXPECTATION: 50 %
DAY 90 – 120+
DAY 60 - 90
New sellers get indoctrinated to Viewpoint University – for their training, practice, &
communications – setting them up for continued success.
Sales Onboarding Program Success
• Program successfully scaled with influx of hires in 2019
• New sellers are having success sooner!• Conducting own demos 3x more• Faster at booking first deal (60% faster
since 2017)
NA New
Sellers*
#
Completed
Onboarding
# Days Avg
First Booked
Deal
# Days Avg
2017 9 -- 130
2018 12 53 97
2019 YTD 70 69 53
*Does not include SDRs, non-quota-bearing roles, and termed new
hires
“Viewpoint’s
onboarding program is
world-class.”
-Customer seller
"“[The onboarding program was] very in-
depth! I was happy to have all the support.
…this was the best training program I've
been through on a sales team.“
-New Logo seller
Release Slot Plan
Month 1 Month 2 Month 3
Quarter
• 1 Major Release Per
Sales Team
• 1 Major New Product
Introduction per
Sales Team
• 1 Major Pricing
Change Per Sales
Team
• Release Updates
• Pricing Updates
Quiet period to allow
for focus on selling
Release Slot Plan
Q1 Q2
Marketing
Pricing
Product Marketing
Sales Operations
Cross-Functional Go-to-Market Team led by Sales Enablement
Month 1 Month 2 Month 3
• 1 Major Release Per
Sales Team
• 1 Major New Product
Introduction per
Sales Team
• 1 Major Pricing
Change Per Sales
Team
• Release Updates
• Pricing Updates
Quiet period to allow
for focus on selling
Quarterly Sales PlaysAlignment Drives Action
• Areas for sellers to focus
• Driving higher close rates, increased pipeline, and skill development
• Plays:• Skill plays
• Product plays
Skill Plays
Missions:• Sellers can watch peer
submissions
• Reviewed by managers or peers
• Rubric for reviews
Product Plays
• Product Play – by Team or Region• Video-based training on MindTickle
• Aligned with Marketing Campaigns
• Enablement “kit” on our Content Management tool
• Seller facing tools (competitive intel, objection handling)
• Buyer facing tools (sales sheets, pitch decks, case studies)
Sales Play Success
We continue to refine planning, execution, and reporting
In Q3, 2019:
• Training compliance - 87% globally
• 90-day pipeline increased by 215%
• Every seller regularly performs their own demos in the first call
25
Our Sales Enablement Journey
April 2017
100 learners
August 2017 Oct 2017 20192018
Added Sellers through Acquisition
Expanded to all customer-facing teams
550+ learners