180315-wb how to ramp your reps faster with smarter ... - how to ramp y… · faster ramp…...
TRANSCRIPT
How To Ramp Your Reps Faster With Smarter Sales Onboarding
Webinar:
David BloomFounder & CEOLevelJump Software
Chris OrlobSr. Director, Product MarketingGong.io
Pillars to learn…
Knowledge
ConversationsContent
Sales performance gap…
Quota attainment is declining…
The Aberdeen Group
Common approaches…
�Hiring A Players�Sales Training�Repeatable Sales Process
It starts with onboarding…
�Key Insight: The gap in quota attainment between your A-Players and your B-Players starts with poor onboarding.
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.
“The chains of habit are too light to be felt until they are too heavy to be broken.” -Warren Buffett
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
Only 37% of organizations extend their onboarding programs beyond the first monthThe Aberdeen Group
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
60% of companies fail to set milestones or goals for new hires
o.c. tanner: Infographic
Blindness leads to poor onboarding…
o.c. tanner: Infographic
Why visibility matters…
Enablement and coaching without visibility is dangerous
Shifting the “middle of the pack...”
Onboarding has compounding effects…
10 New Hires to Ramp = $812,500 additional revenue
Typical onboarding…
If your onboarding is just a product dump, then you’re doing it wrong
Conversations as onboarding content…
The most valuable tribal knowledge in your company is contained in sales conversations
Practical examples…
• New Hires• New Roles
Onboarding
• New Message• New Process• New Product• Pre/Post-Campaign
Always-Boarding
Smarter sales onboarding requires group consensus…
Marketing
Product
Sales
Enablement
Just-in-Time And Prescriptive Sales Enablement + Conversation Intelligence
Build onboarding and enablement programs on the Salesforce platform…
Ramp new hires faster by helping them model your best reps’ sales calls…
Measure and accelerate onboarding inside Salesforce…
Key insights…
Knowledge
ConversationsContent
Q&A
Want to learn more?
David BloomFounder & CEOLevelJump [email protected]
Chris OrlobSr. Director, Product [email protected]
LevelJumpSoftware.com/demo Gong.io/free-trial/