7 Ways to Ramp New Sellers to Full Quota Lightning Fast
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What You'll Learn: - How to get new salespeople to crush demos, discovery calls, and objections right out of boot camp - A crazy-simple way to drastically decrease time-to-first-deal - How to "A/B" test your onboarding groups for constant improvement - Why "call shadowing" is the worst onboarding strategy (and what to do instead)
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7 Ways to Ramp New Sellers to Full Quota Lightning Fast
- 2. 2 Meet the speakers Chris Orlob Senior Director, Product Marketing Gong.io Gaetano Nino DiNardi Sales Hacker
- 3. 3 Why is ramping fast so important?
- 4. 4 You’re Leaving Money on the Table! Onboarding IS a revenue-driving activity, Not just “table stakes” for new hires So….. how do you do it?
- 5. 5 Make Sure they have the right skills
- 6. 6 New reps need to understand the full sales cycle, from first call to close - Shadowing only covers one small part of a deal and provides little context - Viewing touchpoints in sequence allows them to piece together what a successful deal really looks like Tip #1: Allow them to view FULL sales cycles
- 7. 7 Tip #1: Allow them to view FULL sales cycles Shadowing Session Viewing every call in a deal allows reps to understand cadence, context, cycle duration, what plays to make when.
- 8. 8 Reps need to see and hear what good looks like, not just be told - This requires a library of real examples from the team - Use snippets, not full calls. Be specific. - Objection handling - Great demos - Discovery calls - Competitor Talk Tracks Tip #2: Show them what “Good” looks like
- 9. 9 When new hires shadow as the primary learning method, it takes them longer to produce at full quota. - Takes time to schedule. Lots of downtime between calls. - Give reps the ability to review recorded calls and learn at their own pace. Tip #3: Let them learn on demand
- 10. 10 Tip #3: Let them learn on demand
- 11. 11 Let your ramped reps provide their best examples and create a culture of sharing strong examples. - Saves time and resources - Keeps training content fresh and up-to-date Tip #4: "Crowdsource" your training content
- 12. 12 You can’t improve what you don’t measure - Need to continually revisit ramp metrics - Divide new hires into clear cohorts for easy comparison Tip #5: Continually Measure
- 13. 13 Reps are going to struggle no matter how long you wait before letting them demo live. Might as well get it out of the way. - Live calls are where the most important learning happens - Provides the opportunity to coach them from their own calls with specific examples - Can be a practice environment. The important thing is to get them“at bats” Tip #6: Let reps demo sooner
- 14. 14 Tip #6: Let reps demo sooner
- 15. 15 A consistent framework provides a benchmark for success - Should continue to evaluate and coach after initial training - Even ramped reps can benefit from structured evaluation Tip #7: Coach against a consistent framework
- 16. 16 - Have winning sales calls right out of boot camp. - Let new reps “follow” deals from first call to close - Show reps what “good” looks like in every selling scenario - Result? Lightning fast time to quota. See how Gong.io helps you ramp new sellers gong.io/demo
- 17. Get in on the action: gong.io/demo