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Taming the Chaos to Focus on Growth Beth Allen & Kristin Kelly Learning & Enablement Viewpoint
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Taming the Chaos - cdn.ymaws.com€¦ · 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

May 23, 2020

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Page 1: Taming the Chaos - cdn.ymaws.com€¦ · 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

Taming the Chaos to Focus on Growth

Beth Allen & Kristin Kelly

Learning & Enablement

Viewpoint

Page 2: Taming the Chaos - cdn.ymaws.com€¦ · 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

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

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3

Our Sales Enablement Journey

April 2017

100 learners

August 2017

Our Sales Playbook combined with the MindTickle platform established a foundation for

growth.

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4

Our Sales Enablement Journey

April 2017 Oct 2017 20192018

100 learners

August 2017

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Sales Communications

Page 6: Taming the Chaos - cdn.ymaws.com€¦ · 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

Who, in your organization,

needs to communicate with

sellers?

Page 7: Taming the Chaos - cdn.ymaws.com€¦ · 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

Seller

Professional

ServicesCRM Team

Pricing Team Learning &

Enablement

Marketing

LEGALSales OperationsFinance

Product Team

Sales Engineers

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• CRM Team• Professional Services• Pricing Team• Learning &

Enablement• Sales Engineers• Marketing• Legal• Product Team• Sales Operations• Finance

SellerSales

Enablement

Page 9: Taming the Chaos - cdn.ymaws.com€¦ · 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

Video + Summary + Quiz Questions

2 minutes!

Plus:• Bloopers• Links to content• Gamification

Page 10: Taming the Chaos - cdn.ymaws.com€¦ · 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
Page 11: Taming the Chaos - cdn.ymaws.com€¦ · 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

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

Page 12: Taming the Chaos - cdn.ymaws.com€¦ · 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

We’ll see you on Viewpoint U!

Page 13: Taming the Chaos - cdn.ymaws.com€¦ · 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

Sales Onboarding

Page 14: Taming the Chaos - cdn.ymaws.com€¦ · 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

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.

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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

Page 16: Taming the Chaos - cdn.ymaws.com€¦ · 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

Quarterly Sales Plays

Page 17: Taming the Chaos - cdn.ymaws.com€¦ · 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

ChaosRelease Calendar

E-mail updates from Product

Every. Single. Time.

Page 18: Taming the Chaos - cdn.ymaws.com€¦ · 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

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

Page 19: Taming the Chaos - cdn.ymaws.com€¦ · 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

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

Page 20: Taming the Chaos - cdn.ymaws.com€¦ · 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

Quarterly Sales PlaysAlignment Drives Action

• Areas for sellers to focus

• Driving higher close rates, increased pipeline, and skill development

• Plays:• Skill plays

• Product plays

Page 21: Taming the Chaos - cdn.ymaws.com€¦ · 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

Quarterly Sales PlaysAlignment Drives Action

Page 22: Taming the Chaos - cdn.ymaws.com€¦ · 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

Skill Plays

Missions:• Sellers can watch peer

submissions

• Reviewed by managers or peers

• Rubric for reviews

Page 23: Taming the Chaos - cdn.ymaws.com€¦ · 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

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)

Page 24: Taming the Chaos - cdn.ymaws.com€¦ · 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

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

Page 25: Taming the Chaos - cdn.ymaws.com€¦ · 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

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

Page 26: Taming the Chaos - cdn.ymaws.com€¦ · 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
Page 27: Taming the Chaos - cdn.ymaws.com€¦ · 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

And of course, bloopers!

Page 28: Taming the Chaos - cdn.ymaws.com€¦ · 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

Q&A