180315-WB How To Ramp Your Reps Faster With Smarter ... - How To Ramp Y… · Faster ramp…...

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 Softwaredavid@leveljumpsoftware.com

Chris OrlobSr. Director, Product MarketingGong.iochris.orlob@gong.io

LevelJumpSoftware.com/demo Gong.io/free-trial/