What You'll Learn: - 3 actionable things you can do to decrease ramp-up time by 30 days - How to measure the success of your onboarding playbook - Lessons from hiring and onboarding over 300 sales reps - Why giving a demo to the CEO in the first week should be mandatory for all new sales hires

1. How To Create Your Sales
Onboarding Playbook
SALES HACKER WEBINAR
@saleshacker

2. Hosted by:
Robby Allen
Head of Sales
@Mixmax
Richard Harris
Principal
Harris Consulting Group

3. Levers for Growth:
1. Hire more reps 📈
2. Make reps more effective 🎯

4. Levers for Growth:
1. Hire more reps 📈
2. Make reps more productive
• Ramp time (speed to productivity)
• Deal Velocity (efficiency in cycles)
• $ACV & Win Rates (effectiveness)

5. Accepting long ramp as inevitable
Over-emphasized learning by shadowing
Failed to micro-manage the first 2 weeks
3 Mistakes I’ve made
1
2
3

6. Cost of a 6 month ramp
o 4-6 months
o Quick math:
o $120,000 OTE (50/50)
o Quota: 400,000 (4x)
o Months 1-6: $33k
o Months 7-12: $200k
o Total Rev Contribution: $233k
o Gross Margin: $113k
Source: SaaS AE Inside Sales Report (The Bridge Group, 2017)

7. Cost of a 2 month ramp
o 2 months
o Quick math:
o $120,000 OTE (50/50)
o Quota: 400,000 (4x)
o Months 1-2: $33k
o Months 3-12: $330k
o Total Rev Contribution: $363k
o Gross Margin: $243k
o (+215% gross margin)
o 6 months
o Quick math:
o $120,000 OTE (50/50)
o Quota: 400,000 (4x)
o Months 1-6: $33k
o Months 7-12: $200k
o Total Rev Contribution: $233k
o Gross Margin: $113k
Cost of a 6 month ramp
o Gross Margin: $243ko Gross Margin: $113k

8. Benchmarking Your Ramp Time
Source: SaaS AE Inside Sales Report (The Bridge Group, 2017)

9. Efficiency – time/effort to complete cycles
o Automation: Get your reps the resources needed
o Document and share messaging (templating)
o 2 week onboarding program (sequencing)
o Triggered alerts upon task completion (rules)
⏳

10. Effectiveness – success in driving results
Mixmax Sales Ramp Plan:
o Week 0: Research, reading, and expectations
o Week 1: Working CS Tickets, live product demos
o Week 2: Dials, Emails, meetings booked
o Week 3: Discovery, Demos held
o Week 4: Manager/Rep tag-team closing calls

11. Use sequences to share resources & best practices during weeks 1 & 2
Document and share highest performing templates
Use triggers to alert you when reps hit milestones
Actions to Take Away
1
2
3

12. Q&A
Robby Allen
@_RobbyAllen
Mixmax.com