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 12 instructor led trainings including Command of the Message, our value based selling methodology, with 4 hands on group activities.
    • Command of the Message: Value Selling Methodology - (6 hours)
    • MEDDPPICC - (1 hour 30 minutes)
    • No Tissues for Issues + Product Tiering - (50 minutes)
    • Solution Focus: Intro to Competition - (50 minutes)
    • Better Together: Intro to GitLab Alliances - (50 minutes)
    • Partners in Closing: Intro to Channel Sales - (50 minutes)
    • Operational Excellence: Intro to GitLab Legal - (30 minutes)
    • Customer Focus: Customer Success Management Overview - (50 minutes)
    • Customer Focus: Intro to Professional Services - (50 minutes)
    • Operational Excellence: Into to Gitlab Field Security - (30 minutes)
    • Operational Excellence: Working with Sales Dev - (50 minutes)
    • Mock Calls - (4 hours)
  • Complete 1 mock discovery call at the SQS Workshop with a PMM, Manager, or a more experienced SA or CSM
    • Articulate the Command of the Message Mantra
    • Articulate the 30 second GitLab elevator pitch (memorized)

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.

Last modified January 17, 2024: Update SQS milestones (5b89f391)
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