In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers.
How Sales Leaders and Enablers Can Reduce Ramp Time by 40%
NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION?
David: LevelJump helps sales leaders and enablers reduce ramp time by 40% by building interactive training programs linked to CRM outcomes – like closed deals and pipeline created – directly inside Salesforce Sales Cloud®.
Our solution changes the game for sales organizations because:
- It improves time to productivity for new sales hires by delivering training and coaching directly in their workflow in Salesforce.
- It allows sales leaders to measure revenue growth and get insights on rep competency as they complete more programs over time.
- Sales leaders can score, certify, and give feedback on video practice pitches recorded directly in Salesforce.
NANCY: WHAT ARE THE TOP 5 THINGS YOUR SOLUTION ALLOWS SALESPEOPLE TO DO BETTER, OR FASTER THAN THEY CAN TODAY?
David: When reps onboard using LevelJump, they immediately know what’s required of them, from training to milestones. They can see how they’re progressing during ramp, and have access to a library of best practices.
- Access information and training faster, in a single location.
- Receive coaching tips triggered in their sales workflow.
- Get scoring and feedback from peers and managers on pitches, presentations, and demos.
- Share best practices across teams.
- Track milestone progression as they ramp.
NANCY: DESCRIBE THE FIRST 30 DAYS AFTER A COMPANY PURCHASES YOUR SOLUTION.
David: Within 24hrs of a deal closing, a welcome email is sent out to our new client introducing them to their support and client success team. In this email, instructions on how to setup LevelJump within Salesforce are shared.
A 30-minute intro call is scheduled within the first week to go over immediate priorities, next quarter initiatives (i.e. events coming up, new products launching, any spiffs, etc). This is to help ensure timelines can be met. During the call, we also discuss current efforts being made for onboarding/training, what’s been missing, what do they want to see, etc. At the end of the call, ensure Salesforce setup was done correctly by Sales Ops (correct permission sets and license management).
A kick off call is scheduled no more than a week out from the intro call. This is where we begin to build out components required for the first phase of LevelJump rollout. Clients can think of our CSM team as an extension of their Sales Enablement team.
Working sessions are done for two reasons:
- To ensure customers are learning how to use the product and are comfortable,
- There are clear outcomes from the call.
Within 30 days, the first program should be launched, with continued efforts to build out new or additional programs, coaching rooms, and video libraries.
NANCY: HOW HAVE COMPANIES DETERMINED THE ROI OF YOUR SOLUTION?
David: Companies can determine the ROI of our solution by calculating reduction in time to first deal and time to ramp. Some customers have seen up to 50-60% reduction in ramp time, and time to first deal as high as 80%.
We have comprehensive analytics – our “horserace” program view and user performance metrics – that allow sales leaders to directly link training activities to business outcomes. For example, you can directly correlate whether or not a rep getting certified on a practice demo affects how fast they hit their pipeline, deals, and quota milestones, in a single view in Salesforce.
On top of that, our user performance metrics will allow sales leaders to compare rep growth to averages, medians, and top reps within cohorts, and analyze how training programs impact quotas over time.
For broader ROI calculations, if you were to hire 20 new sales reps with a $600k yearly quota, and you could have them fully ramped one month faster, that’s an additional $1M in revenue.
NANCY: WHAT SHOULD COMPANIES DO TO ENSURE THE SUCCESS OF YOUR SOLUTION?
David: Timelines for launching programs are important for expectation setting on both sides. It ensures accountability to hit deadlines.
Outcomes should be discussed and decided prior to building out programs. End results are important to be able to work backwards and figure out what content is required to hit these desired outcomes.
Make sure you run your programs long enough to collect a good sample size of data before optimizing, cloning, and changing things around.
Ensure managers are involved and trained on what’s required of them using LevelJump in terms of certifying reps, giving feedback, checking off exercises etc., to maximize adoption across your sales organization.
NANCY: WHO BENEFITS MOST FROM YOUR SOLUTION?
David: Fast-growing B2B tech companies with an inside sales model (BDRs, AEs, AMs, & CSMs)
NANCY: WHAT ARE SOME GOOD RESOURCES IF SOMEONE WANTED TO LEARN WHAT QUESTIONS TO ASK, WHAT OTHERS ARE DOING, AND PURCHASE CONSIDERATIONS?
David: You can check out our FAQ page at www.leveljumpsoftware.com/pricing.
Watch Nancy Nardin’s Recommendation of LevelJump here.
You can learn more about sales onboarding and how to reduce ramp time on our blog.
You can catch LevelJump in action at Dreamforce (booth 1844) and at the Sales Enablement Soiree on Sept.27 in San Francisco.