How Intelex Reduces Ramp David Bloom Founder & CEO LevelJump - PowerPoint PPT Presentation

Webinar How Intelex Reduces Ramp David Bloom Founder & CEO LevelJump Time for New Sales Hires Gayle Charach Director, Sales Enablement Intelex Technologies w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 1

Challenges w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 2

1. Reducing ramp time Source: The Bridge Group; SaaS AE 2017: Metrics and Compensation Research Report w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 3

2. Creating consistency Source: The Bridge Group; SaaS AE 2017: Metrics and Compensation Research Report w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 4

3. Program design w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 5

Promise w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 6

1. Launch quickly w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 7

2. Training activities w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 8

3. Fast results w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 9

w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 10

Challenges with Sales at Intelex • Challenging space (EHSQ) • Complicated sale • Long sales cycles • Engage at multi-levels of prospect’s organization w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 11

Profitable Ramp Quadrant™ Milestones Training Ramp Coaching Outcomes w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 12

HOT TOPIC #1: Milestones • What happens when you have long ramp times? • How do you reduce? • What’s the best way to approach? w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 13

Aligning training to milestones 64 days 1.5 – 2 years w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 14

Onboarding Milestones • Time to first sales call • Time to first opportunity • Time to first deal • Time to 10% quota attainment • Time to 50% quota attainment • Time to 100% quota attainment w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 15

How to gain buy in • Sales Advisory Council – Board of Advisors • Executive Support – Presented 60 days observations to exec • Sales Leadership Support – Walked in step with sales management, leveraging their buy-in on everything • Key Partnerships – With everyone in the organization who touches the Sales organization w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 16

HOT TOPIC #2: Training • What do you include in your onboarding program? • How do you quickly create content? • What will lead to milestones? w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 17

Intelex - Developing training activities w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 18

HOT TOPIC #3: Coaching • How do you get manager buy-in on coaching? • How do you get reps to practice? • How do you create consistency for coaching? w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 19

Intelex - Adding coaching opportunities w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 20

HOT TOPIC #4: Outcomes • How do you measure outcomes? • How do you predict ramp? • What are the leading and lagging indicators? w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 21

Generating desired outcomes Aaron – Enterprise AE Nick – Customer Success AE Start Date: February 5, 2018 Start Date: January 9, 2018 First Deal Closed: March 23, 2018 First Deal closed: March 28, 2018 Deal Size : USD 84,078.75 Deal Size: £17,142.00 (ACV) w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 22

Profitable Ramp Quadrant™ Milestones Training Ramp Coaching Outcomes w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 23

BONUS: Sales Onboarding Mixer™ Date: Program Name: Role: Activity 1: Activity 2: Activity 3: Activity 4: Activity 5: Activity 6: Activity 7: Activity 8: Activity 9: Activity 10: Milestone 1: Target date: Activity 1: Activity 2: Activity 3: Activity 4: Activity 5: Activity 6: Activity 7: Activity 8: Activity 9: Activity 10: Milestone 2: Target date: Activity 1: Activity 2: Activity 3: Activity 4: Activity 5: Activity 6: Activity 7: Activity 8: Activity 9: Activity 10: Milestone 3: Target date: w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 24

New challenge w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 25

Scale w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 26

Generate predictable revenue from your sales onboarding w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 27

Align sales training to outcomes in Salesforce w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 28

Build consistent and scalable programs w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 29

Deliver training in your workflow w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 30

“I love LevelJump’s ability to tie back to real metrics in Salesforce so you can easily correlate sales enablement efforts to revenue generation!” G ay le C h a ra c h , D i re c t o r S a le s E n a b le m e n t w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 31

Special offer w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 32

Want to learn more? LevelJumpSoftware.com/demo David Bloom … or email me at david@leveljumpsoftware.com to Founder & CEO chat! LevelJump w w w . l e v e l j u m p s o f t w a r e . c o m / d e m o 7/19/18 33