Rapid Ramp - Building an Effective Internal Sales Enablement Program
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Rapid Ramp: Building an Effective Internal Sales Enablement Program Misha McPherson Sr. Director, Sales Enablement Sales Hacker Conference New York City
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Rapid Ramp - Building an Effective Internal Sales Enablement Program
- 1. RAPID RAMP BUILDING AN EFFECTIVE INTERNAL SALES ENABLEMENT PROGRAM MISHA MCPHERSON SR. DIRECTOR, SALES ENABLEMENT
- 2. 2 THIS IS NOT ENABLEMENT
- 3. 3 THE CASE FOR ENABLEMENT
- 4. 4 ENABLEMENT ENABLES Sales Process Onboarding Messaging Culture Sales Methodology Ongoing learning Tools Career Mapping HiringProfiles Coaching
- 5. 5 RAPID GROWTH ISSUES Do we have the right people? Are they set up for success? Do we still love where we work?
- 6. 6 SO, YOU WANT TO ENABLE Start with answering the following questions • Why does your company exist? • What is the buyer profile? • How are you different from the crowd? • What DOES success look like? • How long does it take for a rep to be successful? • What actions/ skills/behaviors do they need to be successful? • How do reps share wins & losses? HOW TO SET UP ENABLEMENT WHEN YOU HAVE NO ENABLEMENT
- 7. 7 SECRET TO MIXPANEL’S SUCCESS Four week onboarding program Feedback, Feedback, Feedback Data MVP
Notas do Editor
- I’m here today to talk about how to develop a program that supports rapid ramp of sales reps as well as how to build out an effective sales enablement program. Now, how is this topic relevant to you? Some of you are at companies that may be too small to have an enablement team in place. Others of you may have sales enablement in place, but you don’t feel connected to them. By the end of this session, I’m hoping that all of you will walk away with some ideas to improve your sales team’s performance with some of the practical ideas that I’m going to lay out for you here. This is a topic that I’m passionate about, so feel free to grab me at lunch if you want to talk more about any of the ideas that I’m going to share with you today.
- Let’s first talk about what sales enablement is not. Sales enablement is not sales training. Or, I should say that it’s not JUST sales training. Sales Training was developed to teach sales reps features and benefits. Idea of taking money out of sales reps pockets/ time.
- Sales Enablement is not product marketing, or I should say, It’s not Just product marketing. In fact, marketing & sales have been battling it out for a long time.
- Sales Enablement removes roadblocks from sales reps performances to make sure that reps are able to do their jobs with the least amount of distraction. We do more than just sales training or coming up with the right sales decks. Mom & Dad analogy.
- I specialize in scaling rapid growth companies and sales orgs. Some of the biggest issues that we face are: Are we hiring the right people? Are we preparing them for success? How do we keep the the culture alive?
- Why I joined Mixpanel at the size that they were. Before you can do anything, make sure that you are asking the right questions. Approach the problem by systematically breaking down what success looks like.
- Current growth numbers 4 week onboarding program (3 weeks product, 1 week sales skills). Why we focus on product training. Why the focus is on using SMES, especially from support. Feedback Culture Rubric program Mentor program Data The importance of tracking Using Minimal Viable Product for Training
- Notes on building a successful sales culture