How to Ramp Sales Reps to President’s Club Faster | Marcus Chan

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1. 5:31

   progresses upwards where you can have more meetings to close deals, to certain revenue numbers, et cetera, which it gets to a point where once it completed or hit all the targets, then they can earn a territory or they get a kicker in their comp, or they get some, or it's a celebratory slack. It doesn't really matter. My point is more so is given really clear metrics that they can “measure against every single week.” So you can see very quickly, are they doing a good job or not? And they know as well. So Marcus, one of the things that we were talking about on the pre-show was your week over week ramp plan for reps. And I didn't realize this, but you are extremely prescriptive and specific

   In Outbound rep productivity

2. 5:33

   certain revenue numbers, et cetera, which it gets to a point where once it completed or hit all the targets, then they can earn a territory or they get a kicker in their comp, or they get some, or it's a celebratory slack. It doesn't really matter. My point is more so is given really clear metrics that they can measure against every single week. “So you can see very quickly, are they doing a good job or not?” And they know as well. So Marcus, one of the things that we were talking about on the pre-show was your week over week ramp plan for reps. And I didn't realize this, but you are extremely prescriptive and specific

   In Outbound rep productivity

3. 7:41

   Now, depending on the size of the org that you have, right? Like early on, I took over a sales team. I had six reps, none of them performing. So I brought new people in. There was no way I was allowing any of those reps to going to be to help with any of that training. Now, as I start to build better team over time, I started having some of these top reps help join me. “And once I verified they could teach as well, I would have them help out too.” And over time, the more these local leaders can build, the easier it becomes. But if you have nobody, then your number one job is to make sure that person you invest in hiring is going to be awesome. Marcus, what is the key to getting your team bought in on role plays? And the reason that I ask is like, a lot of times, like if I bring up the

   In New-rep onboarding

4. 9:45

   I pick people at random pick different time and we do a real play live. So we can see how they would do right. If I'm, if I have a call with a sales rep and we own a sales call, call gets over. We stay on the talk and we I'm coaching through, Hey, what did you do? Well, what did you, what could you work on? I pick one area. I say, Hey, this is, let me show you a good, good looks. “And I'll role play on the spot for them.” They see it. Now you go, it's a cultural thing over time where it should not just be a singular event that happens only because they're, because they're new, you do. It's a point where they stay ready. They don't have to get ready. That's really the point. This is the difference between an elite sports team and an average.

   In Call review coaching

5. 26:42

   because that meant he was watching that stuff and it was pulling him off track. And I literally had to go to him and I was like, dude, I actually don't want you to be responsive to me. And I actually have baked into my sales rep onboarding workflow expectation “setting around like SLAs for responses on different channels.” And I tell my team, I'm like 24 hours on email and Slack. Like, as long as you get back to me at some point to the next day, even if it's a no update update, I'm cool with it on those channels. And we've created a culture of like, if you need something urgently, you call. And what that allows everyone to do is like put all of the text-based stuff away

   In Reply response time

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