Graduating from Sales Onboarding

Graduating from Sales Onboarding

In order to officially “graduate” from Sales Onboarding at GitLab and be awarded the Sales Quick Start - Core Curriculum badge, we have identified a few components that are considered milestones of achievement (many of these must be done concurrently to ensure completion):

Sales, Customer Success and SDR Roles

• Complete Sales Quick Start learning path in LevelUp prior to the SQS Workshop (at least 80% completion required before starting the SQS Workshop, though 100% is preferred). The Sales Quick Start pre-work is an 15 hour time commitment consisting of 20 action items.

  • 11 eLearning Courses
  • 11 Quizzes (Total of 75 multiple choice questions)
    • You must score 80% or better to pass each quiz.
  • 4 Free Response Questions
  • 3 Coffee Chats
  • 2 Surveys (Pre & Post Workshop)

• The Sales Quick Start Workshop is a 19 hour time commitment consisting of 17 instructor led trainings including Command of the Message, our value based selling methodology, with 5 hands on group activities.

  • Customer Focus: Command of the Message - Value Selling Methodology - (6 hours)
  • Solution Focus: Intro to GitLab Product & Personas - (50 minutes)
  • Solution Focus: Intro to the Competition - (50 minutes)
  • Operational Excellence: MEDDPPICC - (1 hour 30 minutes)
  • Operational Excellence: Intro to GitLab’s Partner Ecosystem - (50 minutes)
  • Operational Excellence: Intro to GitLab Legal - (30 minutes)
  • Operational Excellence: Intro to Deal Desk - (30 minutes)
  • Operational Excellence: Into to GitLab Field Security - (30 minutes)
  • Customer Focus: Customer Success Management Overview - (50 minutes)
  • Customer Focus: Intro to Professional Services - (50 minutes)
  • Customer Focus: Intro to Renewals Manager Organization - (30 minutes)
  • Customer Focus: Working with Sales Devlopment & Marketing - (50 minutes)
  • Customer Focus: Mock Calls - (2 hours)

• Complete 1 mock discovery call at the SQS Workshop with a PMM, Manager, or a more experienced SA or CSM.

  • Mock calls are scored using a point system, with 80 points required to pass. Points are awarded as 0 points, half points, or full points across 6 core skills outlined below using this Google Form as the official rubric and system of record.

• Mock Call Grading Criteria

  • Uses open-ended (Discovery Questions and/or Trap-Setting Questions) - 30 Points
  • Effectively identifies customer challenges (Before Scenarios or Negative Consequences) - 20 Points
  • Draws out specific customer needs and goals (Positive Business Outcomes, Required Capabilities, or Metrics) - 20 Points
  • Delivers a value statement about the GitLab solution related to customer challenges and/or effectively respond to competitive objections. (How We Do It / Better) - 10 Points
  • Leverages Proof Points that are relevant to the Positive Business Outcomes - 5 Points
  • Uses the Mantra to confirm what they heard and gain agreement to move forward. - 10 Points

For now, the same requirements apply for all customer-facing roles. Upon completion of SQS, the final grade report will be provided to the managers for review.