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The Onboarding Program for High-Performing Sales Pros


Description
This course gives you the preparation path and the practical tools to help you become productive quickly in your new sales role. It’s practical (content used by over a million salespeople) and it helps you learn and prepare in a logical way during your first 4 critical weeks. Make sure you also use the tools provided; they are designed to help you become effective, quickly. Keep this goal in mind: minimize your time to first deal (everyone is rooting for you)!

Content
  • Lesson 1
  • Your Two Big Goals
  • Lesson 1 Video Transcript
  • [Tool] Estimating the Numbers
  • Lesson 1 Quiz
  • Lesson 2
  • Breaking Down Your Quota
  • Lesson 2 Video Transcript
  • Lesson 2 Quiz
  • Lesson 3
  • The Real Reason You Were Hired
  • Lesson 3 Video Transcript
  • Lesson 3 Quiz
  • Lesson 4
  • Landing Your First Deal
  • Lesson 4 Video Transcript
  • Lesson 4 Quiz
  • Lesson 5
  • The Numbers That Deliver The Number
  • Lesson 5 Video Transcript
  • [Tool] Estimating the Numbers
  • Lesson 5 Quiz
  • Lesson 6
  • Lead Generation
  • Lesson 6 Video Transcript
  • [Tool] What will drive lead sources for you?
  • Lesson 6 Quiz
  • Lesson 7
  • Proposition and Success Stories
  • Lesson 7 Video Transcript
  • [Tool] Developing Your High-Level Messaging or Elevator Pitch
  • Lesson 7 Quiz
  • Lesson 8
  • Sales Pipeline Strategies
  • Lesson 8 Video Transcript
  • [Tool] Sales Process/Pipeline Stages: System & Explanation
  • [Tool] A Framework for the Continuous Qualification of an Opportunity [SIFT]
  • [Tool] Summary Deal Qualification Matrix
  • [Tool] Fundamental Principles of a Sales Process & Pipeline Workflow
  • [Reading] Pipeline Forecasting
  • Lesson 8 Quiz
  • Lesson 9
  • Inspection Questions
  • Lesson 9 Video Transcript
  • [Reading] Inspection Questions
  • Lesson 9 Quiz
  • Lesson 10
  • Preparing for First Phone Conversations
  • Lesson 10 Video Transcript
  • [Tool] Preparing for the 1st Phone Conversation(s)
  • Lesson 10 Quiz
  • Lesson 11
  • Preparing for the First Meeting
  • Lesson 11 Video Transcript
  • [Tool] Meeting Preparation Template
  • Lesson 11 Quiz
  • Lesson 12
  • Qualifying and Creating the Opportunity
  • Lesson 12 Video Transcript
  • [Tool] Deal Qualification Template
  • Lesson 12 Quiz
  • Lesson 13
  • Opportunity Capture (Creating the Outline)
  • Lesson 13 Video Transcript
  • Lesson 13 Quiz
  • Lesson 14
  • Opportunity Capture (Negotiating & Getting Corrected)
  • Lesson 14 Video Transcript
  • Lesson 14 Quiz
  • Lesson 15
  • Strategizing Opportunities
  • Lesson 15 Video Transcript
  • Lesson 15 Quiz
  • Lesson 16
  • Digital, Social, and Personal Marketing
  • Lesson 16 Video Transcript
  • [Tool] Multitouch Outbound Prospecting
  • Lesson 16 Quiz
Completion rules
  • All units must be completed
  • Leads to a certification with a duration: Forever