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2
Meet the speakers
Chris Orlob
Senior Director, Product Marketing
Gong.io
Gaetano Nino DiNardi
Sales Hacker
3
Why is ramping fast so important?
4
You’re Leaving Money on the Table!
Onboarding IS a revenue-driving activity,
Not just “table stakes” for new hires
So….....
5
Make Sure they have the right skills
6
New reps need to understand the full sales cycle, from first
call to close
- Shadowing only covers one small part of a d...
7
Tip #1: Allow them to view FULL sales cycles
Shadowing Session
Viewing every call in a deal allows reps to understand ca...
8
Reps need to see and hear what good looks like, not just be told
- This requires a library of real examples from the tea...
9
When new hires shadow as the primary learning method,
it takes them longer to produce at full quota.
- Takes time to sch...
10
Tip #3: Let them learn on demand
11
Let your ramped reps provide their best examples and create a culture of
sharing strong examples.
- Saves time and reso...
12
You can’t improve what you don’t measure
- Need to continually revisit ramp metrics
- Divide new hires into clear cohor...
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 w...
14
Tip #6: Let reps demo sooner
15
A consistent framework provides a benchmark for success
- Should continue to evaluate and coach after initial training
...
16
- Have winning sales calls right out of
boot camp.
- Let new reps “follow” deals from first
call to close
- Show reps w...
Get in on the action: gong.io/demo
7 Ways to Ramp New Sellers to Full Quota Lightning Fast
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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)

Published in: Sales
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7 Ways to Ramp New Sellers to Full Quota Lightning Fast

  1. 1. 2 Meet the speakers Chris Orlob Senior Director, Product Marketing Gong.io Gaetano Nino DiNardi Sales Hacker
  2. 2. 3 Why is ramping fast so important?
  3. 3. 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?
  4. 4. 5 Make Sure they have the right skills
  5. 5. 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
  6. 6. 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.
  7. 7. 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
  8. 8. 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
  9. 9. 10 Tip #3: Let them learn on demand
  10. 10. 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
  11. 11. 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
  12. 12. 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
  13. 13. 14 Tip #6: Let reps demo sooner
  14. 14. 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
  15. 15. 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
  16. 16. Get in on the action: gong.io/demo

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