180315-wb how to ramp your reps faster with smarter ... - how to ramp y… · faster ramp…...
TRANSCRIPT
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How To Ramp Your Reps Faster With Smarter Sales Onboarding
Webinar:
David BloomFounder & CEOLevelJump Software
Chris OrlobSr. Director, Product MarketingGong.io
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Pillars to learn…
Knowledge
ConversationsContent
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Sales performance gap…
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Quota attainment is declining…
The Aberdeen Group
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Common approaches…
�Hiring A Players�Sales Training�Repeatable Sales Process
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It starts with onboarding…
�Key Insight: The gap in quota attainment between your A-Players and your B-Players starts with poor onboarding.
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Poor onboarding leads to bad habits…
�Key Insight: Poor onboarding creates bad habits in your new hires that become almost impossible to correct later on.
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“The chains of habit are too light to be felt until they are too heavy to be broken.” -Warren Buffett
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Faster ramp…
�Organizations with a standard onboarding process experience 54% greater new hire productivity
�Employees ramp 34% faster with longer onboarding
�69% of employees more likely to stay 3 yearswith great onboarding
O.C. Tanner;Aberdeen Group
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Only 37% of organizations extend their onboarding programs beyond the first monthThe Aberdeen Group
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Hitting milestones…
� 77% of new hires who hit their first performance milestone had formal onboarding training.
�Of those who do not hit initial performance milestones, almost half had no formal onboarding training.
UrbanBound; infographic
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60% of companies fail to set milestones or goals for new hires
o.c. tanner: Infographic
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Blindness leads to poor onboarding…
o.c. tanner: Infographic
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Why visibility matters…
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Enablement and coaching without visibility is dangerous
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Shifting the “middle of the pack...”
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Onboarding has compounding effects…
10 New Hires to Ramp = $812,500 additional revenue
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Typical onboarding…
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If your onboarding is just a product dump, then you’re doing it wrong
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Conversations as onboarding content…
The most valuable tribal knowledge in your company is contained in sales conversations
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Practical examples…
• New Hires• New Roles
Onboarding
• New Message• New Process• New Product• Pre/Post-Campaign
Always-Boarding
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Smarter sales onboarding requires group consensus…
Marketing
Product
Sales
Enablement
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Just-in-Time And Prescriptive Sales Enablement + Conversation Intelligence
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Build onboarding and enablement programs on the Salesforce platform…
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Ramp new hires faster by helping them model your best reps’ sales calls…
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Measure and accelerate onboarding inside Salesforce…
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Key insights…
Knowledge
ConversationsContent
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Q&A
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Want to learn more?
David BloomFounder & CEOLevelJump [email protected]
Chris OrlobSr. Director, Product [email protected]
LevelJumpSoftware.com/demo Gong.io/free-trial/