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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show them within the product, we're the Ferrari of the industry, we're the most expensive. How you can value base sell and show them the difference. So those are the three on the AE side. On our field sale side, it's way more on opportunity creation. They're knocking on doors, they're holding local events. I don't know if I would necessarily bucket this under a certification, but they will “produce pipeline generation plans that they will walk me and their manager through.” I'll give you an example. We may hire a market manager that is in the panhandle in Florida. That person has to submit a pipeline plan that will actually show us, taking into account seasonality, what parts of their territory they want to hit during certain months, who are the key players in their territory, how do they plan on getting their foot in the door.
That person has to submit a pipeline plan that will actually show us, taking into account seasonality, what parts of their territory they want to hit during certain months, who are the key players in their territory, how do they plan on getting their foot in the 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.
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.
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