?? How To Ramp Your Reps Faster ??

Hey Friends,

This week's ?? Slice of Sales Enablement is focused on ramping your reps and you as a direct rep! It's not one person does it all, ?? it's a combined effort on both parties that gets results! ????

I had a really interesting conversation with a close friend Bex Thomas who happens to be a absolutely gun in in the professional setting too last week about how to help people perform and it got me thinking.

Someone close to me works in sales and I said off the cuff "God I might just do it for them this month" and ?? Becks' response was, "Well, take a look at the picture below... ??"

Boom! ?? I thought she is exactly right, and not only that, but how many times have we experienced new reps/good reps ?? with the potential to be great, not reach the pinnacle of their success because their "leader" is micro-managing them, closing deals for them - essentially what I would call being a "Super AE" ??♀? not a leader.

As leaders, you still have a quota to hit ??; it's now just 5-10x the amount and 5-10 people's quotas rolled up. The tendency can be to take over the process just to hit the number.

So the question is, how can you empower your reps to hit their potential ??, and reps, how can you ramp up fast and gain consistency and scalability for a long, successful career? ????

Tips for Sales Leaders

1. Comprehensive Onboarding Program: A well-structured onboarding program is essential. Create a comprehensive training schedule that covers product knowledge, sales process, and relevant tools. Make it accessible and engaging for new hires. (Enter PurplePatch )
2. Role-Specific Training: Tailor training to the specific role of the sales representative. A solution engineer may require different training than an account executive, so customise your onboarding accordingly. What has worked well is building onboarding for everyone weeks 0-2 then breaking out into role specifics.
3. Ongoing Coaching and Feedback: Establish a culture of continuous learning. Regular coaching and feedback sessions can help reps improve their skills and stay motivated. Provide constructive feedback and celebrate their successes.
4. Data-Driven Insights: Leverage data analytics to monitor rep performance. Identify trends, bottlenecks, and areas for improvement. Use this information to refine training programs and individual coaching.
5. Collaborative Learning: Encourage knowledge sharing among your reps. This can be achieved through regular team meetings, peer mentoring, and knowledge-sharing platforms. When reps learn from each other, they collectively grow stronger. You need to make learning "sticky".

Tips for Sales Reps

1. Understand Your Product: DO NOT BECOME A PRODUCT PUSHER. Learn to listen, be curious, ask questions and just like a doctor, educate around the correct solution.
2. Master Your Sales Process: Every tech sales business has a unique sales process. Some better than others! Understand the stages of the sales cycle, the key touch points with prospects. Align your sales process with a sales methodology like Sandler and boom let it rain!
3. Leverage Tools and Technology: Tech B2B sales often involve complex products and long sales cycles. Invest time in mastering the tools at your disposal, such as CRM systems, sales enablement platforms, and data analytics. These tools can streamline your work and provide valuable insights. How can you improve 1% every day, you know by now I think Gong is the key here!
4. Seek Mentorship and Training: Don't hesitate to reach out to experienced colleagues and mentors for guidance. They can provide valuable insights and share their own experiences. Additionally, attend sales training programs and workshops to continuously develop your skills. Selling Social Club can help here!
5. Set Clear Goals: Define your goals and key performance indicators (KPIs) from the start. Understand what success looks like and continually assess your progress toward achieving these goals. Reverse enginner your numbers and don't leave it down to "luck".

In addition to these captivating weekly articles,(I know you love them as much as I love creating them) I'm buzzing to share that we have a daily email community with over 150 enthusiastic members. ???? And guess what? We've also reached over 1000 subscribers right here! ??

So here's my exciting request today: If you're already a subscriber here, why not join us THERE as well? ???? By doing so, you'll instantly double the content, double the insights, and double the fun! ?? Don't miss out on this opportunity to supercharge your knowledge and stay ahead of the curve. Subscribe now and be part of our thriving community! ????

Want to skip the BS and chat direct: Shoot me up

Lucy :)