Training Sales RepsHow to Turn New Hires Into Standouts
Ben BrocklandDirector of SalesDataFox@BenBrockland
Bastiaan JanmaatCEODataFox@bastiaanjanmaat
Training is more important than everRep Tenure @ Hire
Pat 1.7 yearsAlex 3.5 yearsGeorge 1.5 yearsAmelia 0 yearsBrooks 0 yearsTeam 1.3 years
Source: The Bridge Group
Training impacts recruiting
“What type of a training program do you have in place?”
- Amelia (SDR)
“What do the first few weeks look like?”
- Pat (BDR)
Set the tone for speed, Day 1First day• Desk, phone, email, etc… already set up• Upfront contract with goals and deliverables
First 2 weeks at DataFox
Week 1
• 28 hours - Classroom training • 10 hours - Call shadowing
Week 2
• Shadowing – Customer success, role-specific, AEs
• Get on the phones
Non sales training• Engineering – 6 hours / Marketing - 3 hours• Confidence booster while on the phone• Enables new hires to find their own answers• Everyone gets to know the team
Sales playbook • Targeting & Qualification • Messaging • Customer Archetypes & Use Cases• Know your Competition• FAQs & Objection Handling
Sales playbook • Targeting & Qualification • Messaging
• Customer Archetypes & Use Cases• Know your Competition• FAQs & Objection Handling
Sales playbook • Targeting & Qualification • Messaging • Customer Archetypes & Use Cases
• Know your Competition• FAQs & Objection Handling
Sales playbook • Targeting & Qualification • Messaging • Customer Archetypes & Use Cases• Know your Competition• FAQs & Objection Handling
Mistakes we made• Customer success call shadowing• Calendar ongoing training • Single POC for ownership on call shadowing• Deal reviews on major customer wins
Easy wins• Set the tone for speed early • Waterfall approach with dashboards on priorities• Tear sheets on the desk