Home / Course catalog / Sales Onboarding Program (SV.2506.001)

Sales Onboarding Program (SV.2506.001)


Description
This program 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. Your first month is preparation for your first 90 days, and your first 90 days, sets the foundation for the remainder of Year 1. 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
  • Track 1: The Big Sales Goals
  • Your Two Big Goals
  • Track 2: Video Transcript
  • Preparation - Key Questions for You
  • Track 2: Quota Breakdown
  • Breaking Down Your Quota
  • Track 2: Video Transcript
  • Numbers Calculator (See .xls Download Also)
  • Track 2: Questions about Your Target / Quota
  • Track 3: - The Sales Cycle Challenge
  • The Real Reason You Were Hired
  • Track 3: Video Transcript
  • Questions: Reducing the Sales Cycle
  • Week 1 - Time to The First Deal
  • Landing Your First Deal
  • Track 4: Video Transcript
  • Explore: Finding Those Early Deals
  • Track 5 - The Leading Indicator Numbers
  • The Numbers That Deliver The Number
  • Lesson 5 Video Transcript
  • [Tool] Estimating the Numbers
  • Think Through how the Number Work
  • Track 6 - Self-Build Pipeline
  • Lead Generation
  • Track 6: Video Transcript
  • [Tool] What will drive lead sources for you?
  • Question: Sourcing Your "ABC" Tagged List
  • Track 7 - Building Your Story & Message
  • Proposition and Success Stories
  • Track 7: Video Transcript
  • [Tool] Developing Your High-Level Messaging or Elevator Pitch
  • Question: The Impact You're Promising
  • Track 8 - Managing Your Pipeline
  • Sales Pipeline Strategies
  • Track 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
  • Exercise: Measuring Buyer Participation
  • Track 9 - Reviewing a Deal or Opportunity
  • Inspection Questions
  • Track 9: Video Transcript
  • [Reading] Inspection Questions
  • Exercise: Set up Your Key Deal Review Questions
  • Track 10 - The First Prospect Contact (Conversation)
  • Preparing for First Phone Conversations
  • Track 10: Video Transcript
  • [Tool] Preparing for the 1st Phone Conversation(s)
  • Write & Practice
  • Track 11 - Meeting Preparation
  • Preparing for the First Meeting
  • Track 11: Video Transcript
  • [Tool] Meeting Preparation Template
  • Practice Meeting Preparation
  • Track 12 - Opportunity Qualification
  • Qualifying and Creating the Opportunity
  • Track 12: Video Transcript
  • [Tool] Deal Qualification Template
  • Build Your Discovery Tracks & Questions
  • Track 13 - Co-authoring Proposals
  • Opportunity Capture (Creating the Outline)
  • Track 13: Video Transcript
  • Sketch an Outline Proposal Framework
  • Track 14 - Selling is Getting Corrected
  • Opportunity Capture (Negotiating & Getting Corrected)
  • Track 14: Video Transcript
  • Presenting an Outline Proposal (Planning))
  • Track 15 - Keeping the Buyer Engaged
  • Strategizing Opportunities
  • Track 15: Video Transcript
  • Develop Your "Hard" Questions
  • Track 16 - Become Your Own Marketer
  • Digital, Social, and Personal Marketing
  • Track 16: Video Transcript
  • [Tool] Multitouch Outbound Prospecting
  • Planning Your Outreach Channels
Completion rules
  • All units must be completed
  • Leads to a certification with a duration: Forever