How Intelex Reduces Ramp David Bloom Founder & CEO LevelJump - - PowerPoint PPT Presentation

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How Intelex Reduces Ramp David Bloom Founder & CEO LevelJump - - PowerPoint PPT Presentation

Dec 27, 2022 19 likes •353 views

Webinar How Intelex Reduces Ramp David Bloom Founder & CEO LevelJump Time for New Sales Hires Gayle Charach Director, Sales Enablement Intelex Technologies w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 1

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How Intelex Reduces Ramp Time for New Sales Hires

Webinar

David Bloom

Founder & CEO LevelJump

Gayle Charach

Director, Sales Enablement Intelex Technologies

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Challenges

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  • 1. Reducing ramp time

Source: The Bridge Group; SaaS AE 2017: Metrics and Compensation Research Report

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  • 2. Creating consistency

Source: The Bridge Group; SaaS AE 2017: Metrics and Compensation Research Report

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  • 3. Program design
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Promise

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  • 1. Launch quickly
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  • 2. Training activities
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  • 3. Fast results
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Challenges with Sales at Intelex

  • Challenging space (EHSQ)
  • Complicated sale
  • Long sales cycles
  • Engage at multi-levels of prospect’s organization
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Profitable Ramp Quadrant™

Milestones Training Coaching Outcomes Ramp

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HOT TOPIC #1: Milestones

  • What happens when you have long ramp times?
  • How do you reduce?
  • What’s the best way to approach?
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Aligning training to milestones

64 days 1.5 – 2 years

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Onboarding Milestones

  • Time to first sales call
  • Time to first opportunity
  • Time to first deal
  • Time to 10% quota attainment
  • Time to 50% quota attainment
  • Time to 100% quota attainment
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How to gain buy in

  • Sales Advisory Council – Board of Advisors
  • Executive Support – Presented 60 days observations to exec
  • Sales Leadership Support – Walked in step with sales

management, leveraging their buy-in on everything

  • Key Partnerships – With everyone in the organization who

touches the Sales organization

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HOT TOPIC #2: Training

  • What do you include in your onboarding program?
  • How do you quickly create content?
  • What will lead to milestones?
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Intelex - Developing training activities

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HOT TOPIC #3: Coaching

  • How do you get manager buy-in on coaching?
  • How do you get reps to practice?
  • How do you create consistency for coaching?
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Intelex - Adding coaching

  • pportunities
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HOT TOPIC #4: Outcomes

  • How do you measure outcomes?
  • How do you predict ramp?
  • What are the leading and lagging indicators?
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Generating desired outcomes

Aaron – Enterprise AE Start Date: February 5, 2018 First Deal Closed: March 23, 2018 Deal Size: USD 84,078.75 Nick – Customer Success AE Start Date: January 9, 2018 First Deal closed: March 28, 2018 Deal Size: £17,142.00 (ACV)

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Profitable Ramp Quadrant™

Milestones Training Coaching Outcomes Ramp

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BONUS: Sales Onboarding Mixer™

Date: Program Name: Role: Activity 1: Activity 2: Activity 3: Activity 4: Activity 5: Activity 6: Activity 7: Activity 8: Activity 9: Activity 10: Milestone 1: Target date: Activity 1: Activity 2: Activity 3: Activity 4: Activity 5: Activity 6: Activity 7: Activity 8: Activity 9: Activity 10: Milestone 2: Target date: Activity 1: Activity 2: Activity 3: Activity 4: Activity 5: Activity 6: Activity 7: Activity 8: Activity 9: Activity 10: Milestone 3: Target date:

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New challenge

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Scale

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Generate predictable revenue from your sales

  • nboarding
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Align sales training to

  • utcomes in

Salesforce

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Build consistent and scalable programs

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Deliver training in your workflow

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“I love LevelJump’s ability to tie back to real metrics in Salesforce so you can easily correlate sales enablement efforts to revenue generation!”

G ay le C h a ra c h , D i re c t o r S a le s E n a b le m e n t

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Special offer

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Want to learn more?

LevelJumpSoftware.com/demo

… or email me at david@leveljumpsoftware.com to chat!

David Bloom

Founder & CEO LevelJump