MongoDB Webinar : Transforming Sales Enablement with Next Gen Onboarding

transcript

Transforming Sales Enablement with Next-

Gen Onboarding

@mindtickle #MTWEBINAR 1

A comprehensive Sales Readiness platform for inside sales, field sales, and partner enablement. Onboard. Coach. Reinforce. Update.

Trusted by the best sales teams:MongoDB, AppDynamics, Nutanix, Cloudera, Fuze, MuleSoft, Forescout, Symantec,

and more!.

@mindtickle #MTWEBINAR

Agenda

Plan for today:

● Agenda:○ State of the Sales Onboarding○ Sales Onboarding and Sales Leader Program at MongoDB

● Feel free to ask questions, Questions will be taken throughout the session and answered at the end.

Meet the speakers

Jeremy PowersSr. Director Sales Enablement, MongoDB

@mastersinsales

Daniel KupermanDirector of Product Marketing,

MindTickle@danielkuperman

We will be taking audience questions at the end of the speaker presentations.

Please send in your questions to the moderator via chat.

What We Will Be Talking About

Driving Business Impact ThroughNext-Gen Sales Onboarding

The Impact of Onboarding in Sales Performance

Onboarding training services can improve win rates by 14% or downgrade them by 9%, depending on their effectiveness.

CSO Insights, 2016 Sales Enablement Optimization Study

Needs major redesign or

improvement

Meets or Exceeds

Expectations53 %

Average Win Rate : 46.2 %

The State of Sales Onboarding

Degree of structure in Sales Onboarding

Overall Sales Onboarding Effectiveness

Sales Management Association

How to create effective Sales Onboarding

Hyper-growth companies such as MongoDB and other tech giants that implement a well-designed Onboarding program achieved the following results*

*Source: MindTickle data – real results from a broad range of customers

• Reduced new hire ramp time by up to 58% • Reduced time to first sale from 192 days to 85 days• Improved revenue from rep with < 12 months tenure by 21%• Improved new hire pipeline at 180 day mark by 19%

You will now be seeing a poll on your screen. Kindly respond by clicking the most suitable option.

What We Will Be Talking About

MongoDB:The Evolution of Sales Onboarding

Quick MongoDB Overview

2007 2016+2014

Product/Market Go-to-Market Excellence

MongoDB Onboarding Evolution

Technology, product, personas and competition

Sales methodology, process and automation

Metric driven, experiential, just-in-time

30/60/90 Onboarding Framework

90 Days60 Days30 Days

● SDRs● Corporate sellers (CAEs)● Enterprise sellers (EAEs)● Solution Architects (SAs)

Systems setup and Boot camp pre-work (~14 hours)

30 Days

60 Days30 Days

Bootcamp Training

● In-person; 5 days; exams, role plays

● What we sell, how we sell, practice

● Extensive feedback

● Industry & competitive knowledge● Deep technical knowledge● Product knowledge● Advanced bootcamp pre-work

Advanced Bootcamp Training

● Testing technical/product from original Bootcamp

● Deeper dive on competition, services, industry● Reinforce sales methodology and qualification

30/60/90 Onboarding Framework - Conclusion

● Decreased new hire ramp time by 40%● Increased average ramped seller productivity by >200k ● Doubled amount of reps hitting quota once ramped

What was still suboptimal

● Ramping outliers● True ramp potentially unclear● Not focus on Sales Leaders● Drop in MT adoption (when not tied to in-person event)

- Productivity/PG - AST- Deal size, etc.- SA

remediation- Bootcamp CTAs- Sales process- PG Metrics

- Pre-work- SA buddy- Final exam- Feedback

Ramp 2.0 - EAE example

Month 1

Phase I: Bootcamp

Months 2-3

Phase II:Field

Development

Months 4-5

Phase III:Advanced Training

● Phased approach● Targeted coaching● Manager reinforcement● Just-in-time● Metrics based

- Pre-work- SA buddy- Final exam- Feedback

- Teach backs- Candidate lists- Recruiting pitch- Deal reviews

- Team productivity - AST- Recruiting stats

Ramp 2.0 - Sales Leader example

Month 1

Phase I: Bootcamp

Months 2-3

Phase II:Sales Leader

Training

Months 4-5

Phase III:Advanced Training

● Rep onboarding+● Recruit● Develop● Execute

Ramp 2.0 - Improvements in leading indicators

● 100% completion Bootcamp CTAs

● Recruiting targets achieved

● Improved PG

● Early big wins

SUMMARY

KEY TAKEAWAYS

1. A well-structured milestone based approach, that is personalized for the sales rep’s needs achieves best results.

2. Investing into the right technology for delivery, tracking and administration makes onboarding scale

3. Blend knowledge with experiential learning activities4. Follow up with recall and reinforcement activities5. Map onboarding outcomes to business results - leading indicators (e.g. pipeline) and lagging

indicators (e.g. revenue, quota attainment)

Questions?

Where to find more Sales Enablement best practices

Checkout www.mindtickle.com/sales-enablement-resources to learn the tricks of the trade from best-in-class enablement teams

A comprehensive Sales Readiness platform for inside sales, field sales, and partner enablement — Onboard. Coach. Reinforce. Update.

Call us on 1(800) 231 5578 or email info@mindtickle.com to set up an appointment.

www.MindTickle.com

Thank you!

Follow us on Twitter at @mindtickle

for more tips and best practices

Appendix

Please go ahead and add your responses to the chat window:- Questions for interaction