This document discusses how MindTickle helps companies improve sales readiness through online training and assessments for sales reps. It notes that the typical onboarding process takes several months for reps to become fully productive. MindTickle provides tools to start onboarding earlier and track learning progress to identify gaps. This allows companies to reduce onboarding time and efforts by over 40% through replacing in-person training with online modules accessible on any device. Customers report increased participation in training and improved sales performance as a result.

1. Sales Readiness – the “What?” and the “How?”
How is MindTickle helping turn newbie sales reps into
keeping them on top of their game
Onboarding | Product Training | Ongoing Updates | Assessments | Online | Mobile
© 2014 MindTickle www.mindtickle.com

2. It takes several months for a sales rep to become fully
productive in a typical onboarding process
Time (Months)
www.mindtickle.com
Productivity
Newbie
Sales Rep
Rainmaker
Knowledge-able
Competent
Consultative
Source: 2013 Sales Onboarding Survey by The Revenue Accelerator®
2
© 2014 MindTickle

3. And once a sales rep has ramped up, regular updates are
required to keep them “sales” ready
Sales Readiness
of a Sales Rep
Time
Updates
(new features, success
stories, case studies,
objection handling etc.)
If not refreshed
readiness declines
3
© 2014 MindTickle www.mindtickle.com

4. Most companies rely on ad-hoc & non-scalable processes for
building knowledge and competence
Wiki / intranet LMS / E-learning Webinar Classroom/F2F
Limited or no tracking
or engagement
Fails to engage the
reps; low adoption
Not interactive or
personalized; time zone
challenges
Does not scale;
not engaging
4
© 2014 MindTickle www.mindtickle.com

5. Onboarding and updates can be improved by ~ 40% through
better structure, processes and technology
• Company
Orientation
• Industry
knowledge
• Product knowledge
• Competitive
landscape
• Case studies
• Sales process
• Demos
• Pitching
• Objection handling
• Relationship /
Negotiation/
persuasion skills
• Adaptive selling in
complex situations
Newbie
Rainmaker
Knowledge-able
Competent
Consultative
• Challenger sales rep
• Trusted advisor to
customers
Steps in the onboarding process that are
suitable for online / blended delivery
5
© 2014 MindTickle www.mindtickle.com

6. Plan of Action
6
Action Plan How MindTickle enables it?
 Start sales rep onboarding right from day of
offer
 Replace in-person training sessions on
product, tools, processes, case studies and
the sales funnel with online training
 Track the learning progress of the sales reps
through analytics and online exercises
 Identify gaps and bridge them through regular
coaching
 Push mobile updates to keep reps up-to-date
 MindTickle offers support for pre-join
training
 Easy-to-use and intuitive admin
system for transforming existing
documents into engaging online
training
 Intuitive reports and charts for tracking
learning performance of each sales
rep
 Audio/video pitch-testing and sales
coaching workflows
 HTML5 support for delivery on any
device
© 2014 MindTickle www.mindtickle.com

7. MindTickle makes sales readiness scalable,
measurable and effective using…
SIMPLE SELF
SERVE
ONGOING
UPDATES
BEST PRACTICES
TEMPLATES
SOCIAL &
GAMIFICATION
MOBILE
Readiness Best Practices
ASSESSMENTS
& CERTIFICATION
INTEGRATIONS ANALYTICS &
TRACKING
NOTIFICATIONS CONTEXTUAL
SEARCH
Data Driven Approach
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© 2014 MindTickle www.mindtickle.com

8. Impact: Shorter sales cycles. Better win rates
40%
On an average, our
customers reduce sales rep
onboarding efforts and time
by over 40%
2-3x
Increase in sales rep
participation in online
training (compared to LMS,
wiki and e-learning)
A 20% reduction in
sales rep onboarding
time can help fast
growing companies
improve sales by up
to 10%
8
© 2014 MindTickle www.mindtickle.com

9. Customer Testimonials
“Refreshing, engaging and immensely effective way to make learning a habit.”
- Kevin Freitas, Director
“Couchbase is growing fast and we are adding offices all over the world. MindTickle
makes it easy to train, track and test reps knowledge online, which is helping us quickly
scale the sales team. This is much better than webinars and wiki, and my sales reps love
the gamification”
- Steven Mih, VP Sales
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© 2014 MindTickle www.mindtickle.com