1.
Transforming Sales
Enablement with Next-Gen
Onboarding
@mindtickle #MTWEBINAR 1

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@mindtickle #MTWEBINAR 2
A comprehensive Sales Readiness platform for inside sales, field sales, and partner
enablement. Onboard. Coach. Reinforce. Update.
Trusted by the best sales teams:
MongoDB, AppDynamics, Nutanix, Cloudera, Fuze, MuleSoft, Forescout, Symantec, and more!.

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@mindtickle #MTWEBINAR
Agenda
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Plan for today:
● Agenda:
○ State of the Sales Onboarding
○ Sales Onboarding and Sales Leader Program at MongoDB
● Feel free to ask questions, Questions will be taken throughout the
session and answered at the end.

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@mindtickle #MTWEBINAR
Meet the speakers
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Jeremy Powers
Sr. Director Sales Enablement, MongoDB
@mastersinsales
Daniel Kuperman
Director of Product Marketing, MindTickle
@danielkuperman

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We will be taking audience questions at the end of the speaker presentations.
Please send in your questions to the moderator via chat.
@mindtickle #MTWEBINAR 5

6.
What We Will Be Talking About
@mindtickle #MTWEBINAR 6
Driving Business Impact Through
Next-Gen Sales Onboarding

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@mindtickle #MTWEBINAR
The Impact of Onboarding in Sales Performance
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Onboarding training services can
improve win rates by 14% or
downgrade them by 9%,
depending on their effectiveness.
CSO Insights, 2016 Sales
Enablement Optimization Study
Needs major
redesign or
improvement
Meets or
Exceeds
Expectations
53 %
42 %
Average Win Rate : 46.2 %

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@mindtickle #MTWEBINAR
The State of Sales Onboarding
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Degree of structure in Sales Onboarding Overall Sales Onboarding Effectiveness
Sales Management Association

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How to create effective Sales Onboarding
Hyper-growth companies such as MongoDB and other tech giants that
implement a well-designed Onboarding program achieved the following
results*
@mindtickle #MTWEBINAR
*Source: MindTickle data – real results from a broad range of customers
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• Reduced new hire ramp time by up to 58%
• Reduced time to first sale from 192 days to 85 days
• Improved revenue from rep with < 12 months tenure by 21%
• Improved new hire pipeline at 180 day mark by 19%

10.
You will now be seeing a poll on your screen. Kindly respond by clicking the
most suitable option.
@mindtickle #MTWEBINAR 10

11.
What We Will Be Talking About
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MongoDB:
The Evolution of Sales Onboarding

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@mindtickle #MTWEBINAR
Quick MongoDB Overview
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2007 2016+2014
Product/Market Go-to-Market Excellence

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@mindtickle #MTWEBINAR
MongoDB Onboarding Evolution
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1
2
3
Technology, product, personas and competition
Sales methodology, process and automation
Metric driven, experiential, just-in-time

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@mindtickle #MTWEBINAR
MongoDB Onboarding Evolution
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1
2
3
Sales methodology, process and automation
Metric driven, experiential, just-in-time
Technology, product, personas and competition

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@mindtickle #MTWEBINAR
30/60/90 Onboarding Framework
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90 Days60 Days30 Days
● SDRs
● Corporate sellers (CAEs)
● Enterprise sellers (EAEs)
● Solution Architects (SAs)
2

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30/60/90 Onboarding Framework
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Systems setup and Boot camp pre-
work (~14 hours)
30 Days
2

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@mindtickle #MTWEBINAR
30/60/90 Onboarding Framework
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60 Days30 Days
Bootcamp Training
● In-person; 5 days; exams, role plays
● What we sell, how we sell, practice
● Extensive feedback
2

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@mindtickle #MTWEBINAR
30/60/90 Onboarding Framework
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90 Days60 Days30 Days
● Industry & competitive knowledge
● Deep technical knowledge
● Product knowledge
● Advanced bootcamp pre-work
2

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@mindtickle #MTWEBINAR
30/60/90 Onboarding Framework
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90 Days60 Days30 Days
Advanced Bootcamp Training
● Testing technical/product from original Bootcamp
● Deeper dive on competition, services, industry
● Reinforce sales methodology and qualification
2

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@mindtickle #MTWEBINAR
30/60/90 Onboarding Framework - Conclusion
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90 Days60 Days30 Days
● Decreased new hire ramp time by 40%
● Increased average ramped seller productivity by >200k
● Doubled amount of reps hitting quota once ramped
2

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@mindtickle #MTWEBINAR
What was still suboptimal
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● Ramping outliers
● True ramp potentially unclear
● Not focus on Sales Leaders
● Drop in MT adoption (when not tied to in-person event)

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@mindtickle #MTWEBINAR
MongoDB Onboarding Evolution
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1
2
3
Technology, product, personas and competition
Sales methodology, process and automation
Metric driven, experiential, just-in-time

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@mindtickle #MTWEBINAR
MongoDB Onboarding Evolution
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1
2
3
Sales methodology, process and automation
Metric driven, experiential, just-in-time
Technology, product, personas and competition

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- Productivity/PG
- AST
- Deal size, etc.
- SA remediation
- Bootcamp CTAs
- Sales process
- PG Metrics- Pre-work
- SA buddy
- Final exam
- Feedback
@mindtickle #MTWEBINAR
Ramp 2.0 - EAE example
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Month 1
Phase I:
Bootcamp
Months 2-3
Phase II:
Field
Development
Months 4-5
Phase III:
Advanced
Training
● Phased approach
● Targeted coaching
● Manager reinforcement
● Just-in-time
● Metrics based
3

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- Pre-work
- SA buddy
- Final exam
- Feedback
- Teach backs
- Candidate lists
- Recruiting pitch
- Deal reviews
- Team productivity
- AST
- Recruiting stats
@mindtickle #MTWEBINAR
Ramp 2.0 - Sales Leader example
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Month 1
Phase I:
Bootcamp
Months 2-3
Phase II:
Sales Leader
Training
Months 4-5
Phase III:
Advanced
Training
● Rep onboarding+
● Recruit
● Develop
● Execute
3

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Ramp 2.0 - Improvements in leading indicators
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● 100% completion Bootcamp CTAs
● Recruiting targets achieved
● Improved PG
● Early big wins

27.
You will now be seeing a poll on your screen. Kindly respond by clicking the
most suitable option.
@mindtickle #MTWEBINAR 27

28.
SUMMARY
@mindtickle #MTWEBINAR
KEY TAKEAWAYS
1. A well-structured milestone based approach, that is personalized for the sales rep’s needs achieves
best results.
2. Investing into the right technology for delivery, tracking and administration makes onboarding scale
3. Blend knowledge with experiential learning activities
4. Follow up with recall and reinforcement activities
5. Map onboarding outcomes to business results - leading indicators (e.g. pipeline) and lagging
indicators (e.g. revenue, quota attainment)

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Questions?
@mindtickle #MTWEBINAR 29

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@mindtickle #MTWEBINAR
Where to find more Sales Enablement best practices
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Checkout www.mindtickle.com/sales-enablement-resources to learn the tricks of the trade from best-in-class enablement teams

31.
@mindtickle #MTWEBINAR
A comprehensive Sales Readiness platform for inside sales, field sales, and partner
enablement — Onboard. Coach. Reinforce. Update.
Call us on 1(800) 231 5578 or email info@mindtickle.com to set up an appointment.
www.MindTickle.com
31

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@mindtickle #MTWEBINAR 32
Thank you!
Follow us on Twitter at
@mindtickle
for more tips and best practices

33.
Appendix
@mindtickle #MTWEBINAR 33

34.
You will now be seeing a poll on your screen. Kindly respond by clicking the
most suitable option.
@mindtickle #MTWEBINAR 34

35.
Please go ahead and add your responses to the chat window:
- Questions for interaction
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