How To Ramp Your Reps In Q4 & Start 2020 Off Right 5 killer - - PowerPoint PPT Presentation

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Jul 07, 2023 322 likes •654 views

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

SLIDE 1

5 killer strategies to onboard reps faster and crush your sales targets.

How To Ramp Your Reps In Q4 & Start 2020 Off Right

SLIDE 2

Housekeeping

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 Q&A.

We’ll be sharing the recording + slides

afterwards.

Any problems, lets us know

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It’s playoff season

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4.5 months 18 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

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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

A quick example...

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Where’s sales enablement?

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Profitability = tenure - ramp

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1. Outcome-based enablement

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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... ) PRACTICE Practice what you learned (e.g. stand and deliver, pitch rooms, etc... )

Outcome-based enablement cycle

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16%

Of intensive “one-off” training is lost within 90 days.

The Future of Sales Training, SPI, 2010

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How to apply

utcome-based

enablement 1. Break up programs into modular chunks. Every step should build on the previous one to drive continuous improvement. 2. Build real-life practice into your program. Assess based on real sales achievement.

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2. Automate your onboarding

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Onboarding is too manual Onboarding is too manual, so every change, new role, or new hire causes hours of manual work.

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How to automate your onboarding 1. Automate program enrolment

Templated programs
Tailored to the role

2. Automate sales milestone achievement

Increases enablement adoption
Embed milestones into your programs

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3. Train customer value before

product

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Reps don’t need product knowledge

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Train customer value

1. The company & person you target
2. The value you bring to them
3. The problem / pain that they have

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Train customer value

Question: How much does a rep need to know to be dangerous?

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Train customer value

Answer: Just enough to get them to the next stage of the sales process.

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4. Scale your subject matter

experts

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Scaling your SMEs with video

Graph based on work of B S Bloom, an American educational psychologist

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Scaling your SMEs with video

… but it’s not that much better.

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Scaling your SMEs with video

1. Video can scale your SMEs
2. Stop them spending hours

rebuilding decks

3. Get them out of meetings

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Scaling your SMEs with video

1. Record themselves going through a

session

2. Take it piece by piece to get good

cuts

3. Edit it together

… should take 90ish minutes

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Scaling your SMEs with video

Consistent onboarding experience
SMEs always perform at their best
Onboarding schedules aren’t based
n calendar availability
Clean benchmarking + comparison
Compile an expert library

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5. Track the revenue impact of

sales enablement

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Why track consumption metrics?

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Track the revenue impact of sales enablement If you measure sales milestone achievement, when that achievement happens, and what enablement programs and activities came before it, you’ll get a much better understanding of what programs are driving revenue impact.

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Track the revenue impact of sales enablement

Cut low-impact programs / activities
Separate high- and low-performers, so the

right reps get extra coaching and help

Test program iterations and lower ramp time

incrementally over time

Create “refresher” programs to improve

existing reps

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Tie it all together

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Tie it all together 1. Outcome-based enablement 2. Automate your onboarding 3. Train customer value before product 4. Scale your SMEs with video 5. Tie enablement programs to revenue impact

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Q&A

David@levlejumpsoftware.com www.leveljumpsoftware.com