How To Ramp Your Reps In Q4 & Start 2020 Off Right 5 killer strategies to onboard reps faster and crush your sales targets.
You should be hearing my melodious voice - if ● not, let us know in the chat. Drop your questions in the chat and we’ll ● answer them as we go / get to them in the Housekeeping Q&A. We’ll be sharing the recording + slides ● afterwards. Any problems, lets us know ●
It’s playoff season
4.5 18 months months Average ramp time for a new rep Average tenure for a sales rep Sales Onboarding: The Express Route From Hire-to-Revenue, The Bridge Group 2018 SDR Metrics & Compensation Report, The Bridge Group, 2018
A quick example... August hire November hire % of quota 50% 50% Monthly quota $10,000 $30,000 Revenue $5,000 $15,000 Opportunity cost $5,000 $15,000
Where’s sales enablement?
Profitability = tenure - ramp
1. Outcome-based enablement
ASSESS Have your performance reviewed (e.g. certifications or sales milestones) LEARN Learn something new (e.g. watch a pitch video, read best practices, etc... ) Outcome-based Outcome-based enablement cycle enablement PRACTICE Practice what you learned (e.g. stand and deliver, pitch rooms, etc... )
16% Of intensive “one-off” training is lost within 90 days. The Future of Sales Training, SPI, 2010
1. Break up programs into modular chunks. Every step should build on the previous one How to apply to drive continuous improvement. outcome-based enablement 2. Build real-life practice into your program. Assess based on real sales achievement.
2. Automate your onboarding
Onboarding is too manual, so every change, new role, or new hire causes hours of manual work. Onboarding is too manual
1. Automate program enrolment Templated programs ● Tailored to the role ● How to automate your onboarding 2. Automate sales milestone achievement Increases enablement adoption ● Embed milestones into your programs ●
3. Train customer value before product
Reps don’t need product knowledge
1. The company & person you target Train customer 2. The value you bring to them value 3. The problem / pain that they have
Question: How much does a rep need Train customer value to know to be dangerous?
Answer: Just enough to get them to Train customer the next stage of the sales value process.
4. Scale your subject matter experts
Scaling your SMEs with video Graph based on work of B S Bloom, an American educational psychologist
Scaling your SMEs … but it’s not that much better. with video
1. Video can scale your SMEs 2. Stop them spending hours Scaling your SMEs rebuilding decks with video 3. Get them out of meetings
1. Record themselves going through a session 2. Take it piece by piece to get good Scaling your SMEs cuts with video 3. Edit it together … should take 90ish minutes
● Consistent onboarding experience ● SMEs always perform at their best ● Onboarding schedules aren’t based Scaling your SMEs on calendar availability with video ● Clean benchmarking + comparison ● Compile an expert library
5. Track the revenue impact of sales enablement
Why track consumption metrics?
If you measure sales milestone achievement, when that achievement happens, and what Track the revenue enablement programs and activities came before impact of sales it, you’ll get a much better understanding of what enablement programs are driving revenue impact .
Cut low-impact programs / activities ● Separate high- and low-performers, so the ● right reps get extra coaching and help Track the revenue impact of sales Test program iterations and lower ramp time ● enablement incrementally over time Create “refresher” programs to improve ● existing reps
Tie it all together
1. Outcome-based enablement 2. Automate your onboarding 3. Train customer value before product Tie it all together 4. Scale your SMEs with video 5. Tie enablement programs to revenue impact
Q&A David@levlejumpsoftware.com www.leveljumpsoftware.com
Recommend
More recommend
