Colin M.

It comes down to being very clear on expectations for the rep on what they need to achieve while being transparent with the business as well. Take this path with a grain of salt, this can be cut down a bit, but this is generally what I aim to follow.... Month 1- Product/ Person Familiarity, Call/Email/prospecting tech stack certified, New hire orientation completed Month 2- Start outbound outreach or inbound follow up, Account & territory plan proficiency, Competitive/discovery/ mini demo certs completed, Solo 1:1 with Aligned AE partners Month 3- Day to day proficiency, Accountable to weekly activity and result metrics, Driving 1:1 conversations with Manager on planning, results and coaching Months 4-6: Day to day expertise, persona expertise, carrying full quota, innovating new tactics, accountable to results and forecasting Months 6-8: Full demo cert, product expertise, mentoring peers, feedback to manager on process or improvements Month 9+: Full role expertise

it comes down to have extremely clear rules of engagement on sales stages and what is required of SDR and what is required of AE. What has worked for me in a few different organizations is having clearly defined Exit Criteria for stages 00-02. Contact Role/Responsibility, Initial Use Care, Current State, Identified Pain (detailed challenges), Firm Future Commitment. This should roll into Current State process documented, Indicated Pain (quantified impact documented).

Thanks for the note and warm welcome, Sourabh! Just connected on linkedin- looking forward to adding you to my network!