How and what of sales readiness

How and what of sales readiness

• 1.
  Sales Readiness –the “What?” and the “How?” How is MindTickle helping turn newbie sales reps into keeping them on top of their game Onboarding | Product Training | Ongoing Updates | Assessments | Online | Mobile © 2014 MindTickle www.mindtickle.com
• 2.
  It takes severalmonths for a sales rep to become fully productive in a typical onboarding process Time (Months) www.mindtickle.com Productivity Newbie Sales Rep Rainmaker Knowledge-able Competent Consultative Source: 2013 Sales Onboarding Survey by The Revenue Accelerator® 2 © 2014 MindTickle
• 3.
  And once asales rep has ramped up, regular updates are required to keep them “sales” ready Sales Readiness of a Sales Rep Time Updates (new features, success stories, case studies, objection handling etc.) If not refreshed readiness declines 3 © 2014 MindTickle www.mindtickle.com
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  Most companies relyon ad-hoc & non-scalable processes for building knowledge and competence Wiki / intranet LMS / E-learning Webinar Classroom/F2F Limited or no tracking or engagement Fails to engage the reps; low adoption Not interactive or personalized; time zone challenges Does not scale; not engaging 4 © 2014 MindTickle www.mindtickle.com
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  Onboarding and updatescan be improved by ~ 40% through better structure, processes and technology • Company Orientation • Industry knowledge • Product knowledge • Competitive landscape • Case studies • Sales process • Demos • Pitching • Objection handling • Relationship / Negotiation/ persuasion skills • Adaptive selling in complex situations Newbie Rainmaker Knowledge-able Competent Consultative • Challenger sales rep • Trusted advisor to customers Steps in the onboarding process that are suitable for online / blended delivery 5 © 2014 MindTickle www.mindtickle.com
• 6.
  Plan of Action 6 Action Plan How MindTickle enables it?  Start sales rep onboarding right from day of offer  Replace in-person training sessions on product, tools, processes, case studies and the sales funnel with online training  Track the learning progress of the sales reps through analytics and online exercises  Identify gaps and bridge them through regular coaching  Push mobile updates to keep reps up-to-date  MindTickle offers support for pre-join training  Easy-to-use and intuitive admin system for transforming existing documents into engaging online training  Intuitive reports and charts for tracking learning performance of each sales rep  Audio/video pitch-testing and sales coaching workflows  HTML5 support for delivery on any device © 2014 MindTickle www.mindtickle.com
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  MindTickle makes salesreadiness scalable, measurable and effective using… SIMPLE SELF SERVE ONGOING UPDATES BEST PRACTICES TEMPLATES SOCIAL & GAMIFICATION MOBILE Readiness Best Practices ASSESSMENTS & CERTIFICATION INTEGRATIONS ANALYTICS & TRACKING NOTIFICATIONS CONTEXTUAL SEARCH Data Driven Approach 7 © 2014 MindTickle www.mindtickle.com
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  Impact: Shorter salescycles. Better win rates 40% On an average, our customers reduce sales rep onboarding efforts and time by over 40% 2-3x Increase in sales rep participation in online training (compared to LMS, wiki and e-learning) A 20% reduction in sales rep onboarding time can help fast growing companies improve sales by up to 10% 8 © 2014 MindTickle www.mindtickle.com
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  Customer Testimonials “Refreshing,engaging and immensely effective way to make learning a habit.” - Kevin Freitas, Director “Couchbase is growing fast and we are adding offices all over the world. MindTickle makes it easy to train, track and test reps knowledge online, which is helping us quickly scale the sales team. This is much better than webinars and wiki, and my sales reps love the gamification” - Steven Mih, VP Sales 9 © 2014 MindTickle www.mindtickle.com