Podcast episode
How to Build Rep Onboarding That Actually Sticks | Jonah Mandel
30 Minutes to President's Club1 May 202536 min
Description
Guestie VP of Sales Jonah Mandel is back—and he’s bringing a battle-tested blueprint for leading a 60-person sales org. From onboarding frameworks to emotional pulse checks, this episode is a masterclass in scalable, high-intent leadership. 🎙 ACTIONABLE TAKEAWAYS: Win the first 30 days or lose the next 300—structure onboarding to build lasting habits. Idiot-proof dashboards so any leader can read them like a story, not a spreadsheet. Track rep engagement by reverse-sorting Slack conversations and checking in every 6 weeks. Use low-stakes "training leads" before letting reps handle high-revenue inbound. JONAH MANDEL’S PATH TO PRESIDENT’S CLUB: VP of Global Sales @ Guesty VP of Sales & Customer Success @ Capchase VP of Sales & Partnerships @ Alibaba Sales Manager @ ShopKeep RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” 30MPC Training: 30mpc.com/training
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setting the right expectations with the company of like, this is how far we're taking it with this training. You're going to get on the call and only hear 50% of what you expect because that's what we can invest in right now versus 80%. And I think that this level of certification stuff is really, really important because you're right. “I always talk to reps all the time and I'll be like, you have to own your own development.” It's like if you had your best teacher in high school and you just sat in their class and did emails while they were teaching, you wouldn't have gotten a good grade. But if you did the homework, you did the study group, you took some notes, you got a great grade because they're a great teacher. And most enablement people are decent teachers, but people are doing email while they're teaching
door. So with field sales, their certification process is way heavier on pipeline generation and making sure they're actually mapping their territory. And that differs from an AE where they're sitting behind a computer and they're doing demo after demo after demo. On the SDR, BDR side, our BDR team is 100% outbound. “And the reason why we have those two separated, we have pretty high volume of inbound leads.” SDR is just field inbound. BDR is just outbound. That certification process is way, way more geared towards the cold calling component. We actually just signed up for 30 minutes for President's Club to help our BDR organization practice their cold calling ability.
SDR is just field inbound. BDR is just outbound. That certification process is way, way more geared towards the cold calling component. We actually just signed up for 30 minutes for President's Club to help our BDR organization “practice their cold calling ability.” Jonah Mandel, Intedat, Apollo, ZoomInfo, Cognism, Lusha, Hunter, UpLead, Clearbit, RocketReach, Seamless.ai, Smartlead, Woodpecker, Reply.io, Mailshake, Artisan AI, 11x, AiSDR
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