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Meet the speakers
Chris Orlob
Senior Director, Product Marketing
Gong.io
Gaetano Nino DiNardi
Sales Hacker

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Why is ramping fast so important?

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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?

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Make Sure they have the right skills

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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

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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.

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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

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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

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Tip #3: Let them learn on demand

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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

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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

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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

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Tip #6: Let reps demo sooner

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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

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- 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

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Get in on the action: gong.io/demo