–Philip Wilkins, VP, Sales, Videonor, Inc.
Industry-standard ramp-up time for SDRs is 3.8 months1. This is problematic because of the cost of carrying employees during this time of suboptimal productivity, as well as the opportunity cost of missed sales opportunities that aren’t capitalized on during this time.
LaunchSource's eLearning Approach
LaunchSource’s SDR pre-onboarding eLearning was developed by millennials for millennials, using a blended approach that incorporates all 7 main learning styles to maximize comprehension. While many reputable sales training products exist in the market, LaunchSource has developed the only SDR-specific program that was developed specifically to reduce time to productivity for entry-level SDRs.
LaunchSource follows up with placed candidates at several intervals post-hire and asks what skills would have made them more productive on their first day. This feedback is continuously incorporated back into our eLearning, further enhancing the product’s effectiveness.
A key distinction is that LaunchSource’s pre-hire eLearning is not meant to replace any training offered by their employer, but rather to precede it, so that the new hire becomes more productive starting on day #1.
From start to finish, most candidates complete the entire training in 3-6 hours.
Module 1: Introduction
Module 2: BDR Essentials
Module 3: Sales Has Changed
Module 4: The BDR Role
Module 5: Technical Tools
Module 6: Sales Development Business Case Exercise
Module 7: Prospecting and the Ideal Customer Profile
Module 8: Crafting the Unique Value Proposition
Module 9: First Contact: The Email
Module 10: Voicemail
Module 11: The Call
Module 12: The Debrief
Final Signoff and Additional Coaching if needed
*(Curriculum as of May 2016)
“Within his first month, [our new hire] was writing blog posts about our industry, how we’re different from traditional solutions, and using the posts to show thought leadership and build his personal brand among prospects.”
The first week in the role is training based on company sales playbook, meeting with the various departments and getting comfortable with terminology. A lot of time with new SDRs is spent on understanding company Ideal Customer Profiles (ICP). This is key in lead generating and prospecting and within his first 4 weeks, During this time, the new hire added 1,138 prospects to the CRM and began outreach.
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