New Prospector (aka SDR: Sales Development Rep) Ramp Up Plan
Courtesy of Education Inc & Ryan Benetz.
Phase 1: Customer/ Company/ Market/ Product Training
Week 1
Day 1:
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Meet and Greet w/ EducationInc staff
Check In & Out
Job Description and your role/expectations
Purpose/Core Values
EducationInc Policies and procedures
Population of students
Shadow current prospectors
Receive Predictable Revenue book
Day 2:
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Must Do’s & establishing a daily schedule
EducationInc policies and procedures
Sales Department Protocols
Review pulse
Introduction to Predictable Revenue
Salesforce Training- how to use/ how to log
Review daily/ weekly/ monthly/ quarterly/ annual Goals
Review operations manual
Shadow current prospectors
Day 3:
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Must Do’s & establishing a daily schedule
EducationInc and Sales Policies and Procedures wrap up
Predictable Rev. Training- Modules
Life cycle of an EducationInc student, in depth discussion of referral, approval, PC, and school
work call
Review salesforce again-how to use/ how to log
Introduce scorecard and expectations of a prospector
Predictable Revenue Training
Practice list building
Features/ Benefits/ Objections/ Personas w/ Bill
Day 4:
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Sales force scavenger hunt
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Predictable Rev. Training- Modules
Shadow prospector
Features/ Benefits/ Objections/ Personas/ MOCK calls w/ Bill
List building
Time w/ teacher discussing EducationInc program
Day 5:
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Predictable Rev. Training- Modules
Features/ Benefits/ Objections/ Personas / MOCK calls w/ Bill
Shadow prospector
List building
Time w/ Account Executive
Week 2:
Shadow teacher in field- 2 days
Shadow Account Executive- 1 day
Shadow prospectors- 2 days
Study Predictable Revenue online materials
Week 3:
Shadow districts person- 2 days
Shadow Account Executive- 1 day
Predictable Rev. Modules
Assign territory
Be shadowed by existing prospector
Starting to do on-the-job training, making sales calls…but the goal of selling is learning, not results.
Phase 2: Ramp Activity
Week 4:
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Other valuable training activities: Role playing, calls with inbound leads, shadowing closers and
more senior people
Make 10 Mapping Calls (a great training activity)
Send first batch of 50-100 outbound emails
o If your templates are effective, you should get at least a 8-10% response rate (excluding
bounced emails)
Log responses in Salesforce.com
Send first email responses
Make first few Call Connects, especially some “Are We A Fit?” calls (generated by outbound
emails)
Week 5:
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Make 10 Mapping Calls (a great training activity)
Send first batch of 50-100 outbound emails
o If your templates are effective, you should get at least a 8-10% response rate (excluding
bounced emails)
Log responses in Salesforce.com
Send first email responses
Make first few Call Connects, especially some “Are We A Fit?” calls (generated by outbound emails)
Week 6-7:
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We want them ramping their activity, while maintaining some time to continue training, shadowing
mentors, getting coached.
They should feel overwhelmed by learning still; they should not feel overwhelmed by the amount of
sales activity they are doing (reduce if necessary)
Personal dashboard is drafted.
All responses are logged in Salesforce.com
SDR is updating “Account Status” religiously
Continue making mapping calls until they are comfortable with them
Send 100+ outbound emails per week
10+ Call Connects per day, 3-4 days per week
Schedule or have at least one (1) Discovery Call per day
o Usually a 5-20 minute call to determine is there a fit or not, as well as a first step of business
needs & ‘Selling The Dream’
Schedule your first Qualification Call for closers
o Usually a 45-60 minute conference call between the closer, prospect and SDR to pass the
baton to the closer and help them qualify the prospect. The SDR should speak on this call, if
only to introduce everyone and ‘how we got here’.
First outbound opportunity is qualified by an closer
Phase 3: Full Activity
Weeks 8+
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Send 100+ outbound emails per week
All responses are logged in Salesforce.com
SDR is updating “Account Status” religiously
Personal dashboard is actively used
50+ Call Connects per week
Conduct 5 discovery calls per week
Schedules 1 or 2 qualification calls per week
End each quarter with at least five (5) new qualified opportunities
New Hire Checklist- First 15 days
Priority
Task
Standard EI Orientation
Has received full explanation of all policies in operations manual
1
Has received full explanation of sales department protocols
Understands pulse
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Completed
Observations
Has spent at least two days in the field with teacher
Has spent at least two days with Account Executive
Has spent at least two days with District's Representative
Salesforce
Understands how to use basic functions of Salesforce.
Understands how to log daily activities in Salesforce
Understands how to read dashboard to track weekly, monthly, quarterly activities
Predictable Revenue
Has read Predictable Revenue
Has read latest Predictable Revenue e-books
Has completed modules
Has spent at least a portion of remaining 9 days observing current BDR implement PR
Bill Green
Has reviewed Features/ Benefits/ Objections/ Personas
Has reviewed tone
Has reviewed messaging
Has reviewed nurture campaigns
List Building
Understands sources we use for building lists in a territory
Goals/Metrics
Understands EI overall goals/metrics
Understands Business Development goals/ metrics
Understands personal daily activity metrics
Prioritizing Time
Has created their Must Do's to reflect weekly goals and personal projects
Has successfully completed all tasks according to Must Do's at the end of the day
Professional Development
Has identified another book to continue ready for constant improvement (Sales Management Code?)
Growth Opportunities
Has met with at least 2 of following: BG, KME, KSM, ES
Understands what their role is
Has a good knowledge of the growth opportunities available in the company