The document outlines a sales team skills matrix and existing training programs for a company. It identifies key skills needed in areas like conversion, negotiations, account management, and relationship building. Current training includes an onboarding bootcamp, mentoring, and weekly skills sessions. Next steps discussed are improving best practices for conversion rates, standardizing activity tracking in SFDC, creating "FAB" sheets to supplement pitches, and hosting knowledge sharing sessions from subject matter experts. Longer term needs include succession planning and developing career paths and leadership training.

1. Sales Team Skills Matrix
Activity Levels Conversion Terms Re-Runs
 Organization  Persuasiveness / Motivating  Offer Creation /  Account
 Detail a Close Calculations Management
Orientation  Communication  Objection Handling o Umbrella
 SFDC skills o Written  Negotiations Agreement
 Time o Verbal / Non-Verbal o Expertise o Marketing
Management Consultant
o Presentation o Educator
 Planning /  Relationship
 Solution Selling o Anchoring Building
Goal Setting
o Active Listening o Personable  Customer
o Questioning o Quid Pro Service
o Product knowledge Quo
 Persistence  Customer
Purchase
 Objection Handling Behavior Intuition
 Closing  bloomspot value
 Understanding and knowledge
communicating the
bloomspot value
 Merchant handling
 bloomspot sales knowledge
(tactics)
o Merchant Referral
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2. *All information managed through
Existing Training Programs bloomnet – internal knowledge
management system
Training Program Description Skills Developed
On-Boarding – 3 Provide high level intro into company Organization, time management,
day boot camp strategy and deep dive into core selling at solution selling, offer creation/
bloomspot calculations
Mentoring Program Connect new AE’s with a seasoned AE to Salesforce, communicating
– 4 Weeks shadow calls, support fist end to end deal, bloomspot value, merchant
understand bloomspot tools & processes handling, relationship building
Pitch Points – Role plays focused on top six merchant Persuasiveness, communication,
Objection Handling objections to working with bloomspot solution selling, objection
using best practice guidelines/sales handling, merchant handling
sheets on approaches and language
Weekly Pitch Each week a top selling AE hosts calls to Persuasiveness, communication,
Shadowing merchants to demonstrate best practice solution selling, objection
approaches for others to observe and ask handling, merchant handling
questions
Negotiations Present core negotiations tactics on what Negotiations, customer purchase
Training terms are most optimal and how to behavior intuition, bloomspot
achieve them - exercises for practice/ value knowledge
application
Restaurant Training Present nuances to selling restaurants Communication, solution selling,
and share core best practices/approaches objection handling, negotiations
Monthly oAE Best Open forum for oAE’s to raise questions, Planning/goal setting,
Practice Call share ideas/best practices and build a persistence, account
strong community and feel connected management
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3. Training Immediate Next Steps
1. Conversion Best Practices - Present at Sales All Hands with Top Converters
• Ratios of Call:Email - when to use each approach
• Timing between touch points with merchant handling
• Top questions to ask within each stage of sales cycle
• More specifics on when to/when not to archive
2. SFDC Effectiveness - Create step-by-step guide and host optional in-person
sessions
• There is inconsistency in how AE's are tracking activities in SFDC
• Identify top scenarios of when/how AE's should be logging activities
• Create step-by-step guide + case scenarios for hands-on practice in
classroom training
• E.g. Calendar sync, note taking tricks, further define type of activity, console
3. "FAB" (Feature Attribute Benefit) Sheets - Print out Copies and hand out at desks
+ post to bloomnet for OAEs
• Very short phrases to supplement the longer pitch point sheets
• Tighter building blocks to help AE’s move conversion rates faster and get tighter
in selling/converting
4. Subject Matter Expert Knowledge Shares – Open forums to share best practices
• Host pitch shadowing sessions – top AE’s make calls in front of open forum
• Hear best practices from vertical experts (e.g. Meg restaurants)
• Hear best practices from AE’s that are recognized as terminators – focus HOW 3

4. Longer Term Capability Building Needs
 Succession planning – target high potential pipeline
 Career development path for AE, SAE, Sales Manager, Sales Director
 Leadership & Management Development
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