20 Sales: The Ultimate Guide to Sales Onboarding for New Sales Reps and Sales Leaders, The Biggest Red Flags in the First 30 Days & What Can Be Done to Set Them Up for Success with Leaders from Figma, Dropbox, Miro and more.

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4.4 • 637 Ratings

🗓️ 16 November 2022

⏱️ 31 minutes

🔗️ Recording | iTunes | RSS

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Summary

Oliver Jay (OJ) is one of the most successful sales leaders of the last decade. Most recently, OJ spent 6 years as CRO @ Asana and grew the team from 20 to over 450, becoming a master in sales onboarding in the process. Before Asana, OJ spent 4 years at Dropbox, where OJ was Head of APAC & LATAM.

Jordan Van Horn is a Revenue Leader @ Monte Carlo. Prior to this role, Jordan spent 4 years at Segment as VP of Sales, leading a sales team of 50+ Account Executives. Before Segment, Jordan was at Dropbox for 4 years leading enterprise sales for Dropbox Business.

Dannie Herzberg is a Partner @ Sequoia Capital and before Sequoia, Dannie spent 4 years at Slack as their Head of Enterprise Sales, growing the business from $100M – $1B in revenue. Before Slack, Dannie spent over 5 years at Hubspot building sales teams.

Zhenya Loginov is the CRO @ Miro. At Miro, Zhenya runs the go-to-market team of 700+ people across. Prior to Miro, Zhenya was the COO @ Segment where he built and ran the global go-to-market team of 200+ people. Pre-Segment, Zhenya led a 100-person team at Dropbox across different functional areas.

Lauren Schwartz is VP of Enterprise Sales at Fivetran, where she has scaled the team to nearly 100, while more than tripling enterprise revenues. Previously, Lauren spent close to 4 years at Segment where she started as the first female AE and ultimately built and led sales teams in enterprise and growth.

Kyle Parrish is VP Sales @ Figma, where he built the sales engine from scratch to today, with over 100 in sales. Before Figma, Kyle spent over 5 years at Dropbox in numerous different roles including Head of Sales, and Global Partnerships lead, responsible for growing Dropbox’s partner ecosystem.

In Todays Episode on Sales Onboarding We Discuss:

1.) How should the onboarding process for all new sales reps be structured?

2.) How should the onboarding process for a new sales leader be structured?

3.) What specific things can leaders do to set both reps and leaders best up for success?

4.) What are the single biggest red flags in the first 30 days that a rep is not going to work out?

5.) What tools and software can be used to improve this process of ramping new reps?

Transcript

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0:00.0	This is 20 Sales with me, Harry Stebbings. Now, 20 Sales is the monthly show where we take you inside the minds of the best sales leaders to unpack their tips, tactics and strategies when it comes to scaling the best sales teams in the world.
0:11.9	And today, we focus on sales team onboarding, an area where founders universally struggle.
0:17.3	What does their first week look like in the role? How do we set them up for success? How do we
0:21.6	measure their success? This and so much more in today's episode and we're joined by the best from
0:26.7	the lights of Figma, Notion, Loom, Zoom, Mero and more. And founders, if you have sales reps and you want to
0:33.5	get the best out of them from day one, this is for you. Get out the notebook and enjoy this
0:38.3	one. But before we dive into the show today, planning sales force capacity and successful quota
0:43.0	management can define the trajectory of your business. That's why you need pigment. Pigment is an
0:48.2	integrated planning platform that helps sales leaders bridge the gap between strategy and execution by promoting those
0:55.2	golden conversations between your sales planning team and the leadership of the reps out in the
1:00.4	field. From capacity planning and quota management to accurate territory plans and increase
1:05.5	visibility on pipeline health, Pygman's intuitive interface lets you focus on what matters,
1:12.3	driving that revenue.
1:18.3	Integrate all your sales data, your CRM, HRIS, and financial data into a single platform for trackable, predictable success, introducing an entirely new segment, unsure if your team
1:23.3	is even set up for success this quarter.
1:25.5	Well, with pigment, you can make changes in minutes
1:27.8	and overcome the disruption that moving heads can have on your plans. That's why companies like
1:32.9	Figma, Gong, Deliveroo, Carter and more, trust pigment. Visit gopigman.com forward slash
1:38.9	2.0 VC to request a demo and grab a free copy of the report. What's more if you use that link in the next 30 days?
1:46.0	The team has promised me they'll run a personalized sales planning audit for you and you will get an exclusive discount on the product.
1:52.0	And speaking of incredible products,
1:54.0	Salesoft is the leading sales engagement platform, helping sales teams drive more revenue with the modern revenue workspace. It's the one place sales teams can go to prospect, manage active deals and get the insights
	...

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