MongoDB Webinar : Transforming Sales Enablement with Next Gen Onboarding
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The document outlines a webinar on transforming sales enablement through next-gen onboarding, highlighting the state of sales onboarding and its impact on sales performance. It features speakers from MongoDB and Mindtickle discussing effective onboarding strategies, including a milestone-based training approach and the importance of technology in scaling effectiveness. Key takeaways emphasize the need for personalized onboarding, reinforcement activities, and mapping outcomes to business results.
MongoDB Webinar : Transforming Sales Enablement with Next Gen Onboarding
- 1. Transforming Sales Enablement with Next-Gen Onboarding @mindtickle #MTWEBINAR 1
- 2. @mindtickle #MTWEBINAR 2 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!.
- 3. @mindtickle #MTWEBINAR Agenda 3 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.
- 4. @mindtickle #MTWEBINAR Meet the speakers 4 Jeremy Powers Sr. Director Sales Enablement, MongoDB @mastersinsales Daniel Kuperman Director of Product Marketing, MindTickle @danielkuperman
- 5. We will be taking audience questions at the end of the speaker presentations. Please send in your questions to the moderator via chat. @mindtickle #MTWEBINAR 5
- 6. What We Will Be Talking About @mindtickle #MTWEBINAR 6 Driving Business Impact Through Next-Gen Sales Onboarding
- 7. @mindtickle #MTWEBINAR The Impact of Onboarding in Sales Performance 7 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 Expectations 53 % 42 % Average Win Rate : 46.2 %
- 8. @mindtickle #MTWEBINAR The State of Sales Onboarding 8 Degree of structure in Sales Onboarding Overall Sales Onboarding Effectiveness Sales Management Association
- 9. 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* @mindtickle #MTWEBINAR *Source: MindTickle data – real results from a broad range of customers 9 • 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%
- 10. You will now be seeing a poll on your screen. Kindly respond by clicking the most suitable option. @mindtickle #MTWEBINAR 10
- 11. What We Will Be Talking About @mindtickle #MTWEBINAR 11 MongoDB: The Evolution of Sales Onboarding
- 12. @mindtickle #MTWEBINAR Quick MongoDB Overview 12 2007 2016+2014 Product/Market Go-to-Market Excellence
- 13. @mindtickle #MTWEBINAR MongoDB Onboarding Evolution 13 1 2 3 Technology, product, personas and competition Sales methodology, process and automation Metric driven, experiential, just-in-time
- 14. @mindtickle #MTWEBINAR MongoDB Onboarding Evolution 14 1 2 3 Sales methodology, process and automation Metric driven, experiential, just-in-time Technology, product, personas and competition
- 15. @mindtickle #MTWEBINAR 30/60/90 Onboarding Framework 15 90 Days60 Days30 Days ● SDRs ● Corporate sellers (CAEs) ● Enterprise sellers (EAEs) ● Solution Architects (SAs) 2
- 16. @mindtickle #MTWEBINAR 30/60/90 Onboarding Framework 16 Systems setup and Boot camp pre- work (~14 hours) 30 Days 2
- 17. @mindtickle #MTWEBINAR 30/60/90 Onboarding Framework 17 60 Days30 Days Bootcamp Training ● In-person; 5 days; exams, role plays ● What we sell, how we sell, practice ● Extensive feedback 2
- 18. @mindtickle #MTWEBINAR 30/60/90 Onboarding Framework 18 90 Days60 Days30 Days ● Industry & competitive knowledge ● Deep technical knowledge ● Product knowledge ● Advanced bootcamp pre-work 2
- 19. @mindtickle #MTWEBINAR 30/60/90 Onboarding Framework 19 90 Days60 Days30 Days Advanced Bootcamp Training ● Testing technical/product from original Bootcamp ● Deeper dive on competition, services, industry ● Reinforce sales methodology and qualification 2
- 20. @mindtickle #MTWEBINAR 30/60/90 Onboarding Framework - Conclusion 20 90 Days60 Days30 Days ● Decreased new hire ramp time by 40% ● Increased average ramped seller productivity by >200k ● Doubled amount of reps hitting quota once ramped 2
- 21. @mindtickle #MTWEBINAR What was still suboptimal 21 ● Ramping outliers ● True ramp potentially unclear ● Not focus on Sales Leaders ● Drop in MT adoption (when not tied to in-person event)
- 22. @mindtickle #MTWEBINAR MongoDB Onboarding Evolution 22 1 2 3 Technology, product, personas and competition Sales methodology, process and automation Metric driven, experiential, just-in-time
- 23. @mindtickle #MTWEBINAR MongoDB Onboarding Evolution 23 1 2 3 Sales methodology, process and automation Metric driven, experiential, just-in-time Technology, product, personas and competition
- 24. - Productivity/PG - AST - Deal size, etc. - SA remediation - Bootcamp CTAs - Sales process - PG Metrics- Pre-work - SA buddy - Final exam - Feedback @mindtickle #MTWEBINAR Ramp 2.0 - EAE example 24 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 3
- 25. - Pre-work - SA buddy - Final exam - Feedback - Teach backs - Candidate lists - Recruiting pitch - Deal reviews - Team productivity - AST - Recruiting stats @mindtickle #MTWEBINAR Ramp 2.0 - Sales Leader example 25 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 3
- 26. @mindtickle #MTWEBINAR Ramp 2.0 - Improvements in leading indicators 26 ● 100% completion Bootcamp CTAs ● Recruiting targets achieved ● Improved PG ● Early big wins
- 27. You will now be seeing a poll on your screen. Kindly respond by clicking the most suitable option. @mindtickle #MTWEBINAR 27
- 28. SUMMARY @mindtickle #MTWEBINAR 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 activities 4. Follow up with recall and reinforcement activities 5. Map onboarding outcomes to business results - leading indicators (e.g. pipeline) and lagging indicators (e.g. revenue, quota attainment)
- 30. @mindtickle #MTWEBINAR Where to find more Sales Enablement best practices 30 Checkout www.mindtickle.com/sales-enablement-resources to learn the tricks of the trade from best-in-class enablement teams
- 31. @mindtickle #MTWEBINAR 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 31
- 32. @mindtickle #MTWEBINAR 32 Thank you! Follow us on Twitter at @mindtickle for more tips and best practices
- 34. You will now be seeing a poll on your screen. Kindly respond by clicking the most suitable option. @mindtickle #MTWEBINAR 34
- 35. Please go ahead and add your responses to the chat window: - Questions for interaction @mindtickle #MTWEBINAR 35