Sales Quick Start (SQS) Workshop

Sales Quick Start Workshop

• NOTE: The Sales Quick Start (SQS) Workshop is MANDATORY for all new Sales Team Members. If you must cancel for any reason, please be sure to obtain Regional Director approval in writing (Ryan O’Nell for Commercial).
• After completing the virtual, self-paced Sales Quick Start learning path, new sales team members (along with new Solution Architects, Customer Success Managers, and Sales Development Rep) participate in an interactive in-person workshop where participants practice applying this new knowledge in fun and challenging ways including mock calls, role plays, and group activities
  • As a result, new sales team members exit Sales Quick Start more confident and capable in their ability to lead an effective discovery call with a customer or prospect
  • Participants also benefit by establishing a community of similarly-tenured peers and more experienced mentors and colleagues to support each others’ growth and development at GitLab
• Note: The Results Value is our highest priority and we strive to deliver sales training and enablement remotely as much as possible and reserve in-person formats only for circumstances when we can’t obtain the desired results via remote/virtual delivery)
  • Iteration is expected to keep moving what we can to remote models once we can achieve the same or better results that way
• Future iteration of this process will define what sales team members need to KNOW, DO, and BE ABLE TO ARTICULATE (by sales role, customer segment, and geo as appropriate) after they complete the above and support those learning objectives as they continue their ramp to GitLab sales performance excellence!

Sales Quick Start In-Person Workshop Agenda

This SQS 2023 Agenda sheet contains the most up to date agenda for our in-person Sales Quick Start Workshop. Please check the tabs at the bottom of this document to see each day’s agenda. This agenda is subject to change based on the individual needs of the class and the availability of SMEs, but we will make every effort to surface those changes in this document.

Sales Quick Start Remote Agenda:

SQS 38 - April 2024

• Workshop times quoted are United States Eastern Daylight Time (Atlanta, Georgia) (UTC -4)

DATE	START TIME	END TIME	ACTIVITY
Apr 11, 2024	10:30a ET	11:20a ET	Welcome Call
Apr 15, 2024	10:30a ET	11:50a ET	Command of the Message: Essential Questions Exercise
Apr 16, 2024	10:30a ET	11:50a ET	Command of the Message: Value Card Exercise
Apr 17, 2024	10:30a ET	11:50a ET	Command of the Message: Discovery Question Exercise
Apr 18, 2024	10:30a ET	11:50a ET	Command of the Message: Differentiator Exercise
Apr 19, 2024	10:30a ET	11:50a ET	Command of the Message: MEDDPPICC & Breakout Call Prep
Apr 22, 2024	10:30a ET	11:00a ET	Operational Excellence: Into to Gitlab Field Security
Apr 22, 2024	11:00a ET	11:50a ET	Solution Focus: Intro to Competition
Apr 23, 2024	12:00p ET	12:30p ET	Operational Excellence: Intro to GitLab Legal
Apr 23, 2024	11:00a ET	11:50a ET	Discussion: Professional Services
Apr 24, 2024	10:30a ET	11:20a ET	Customer Focus: Customer Success Management Overview
Apr 24, 2024	12:00p ET	12:50p ET	Better Together: Intro to GitLab Alliances
Apr 25, 2024	10:30a ET	11:00a ET	Sales Ops
Apr 25, 2024	11:00a ET	11:50a ET	Operational Excellence: Working with Sales Dev
Apr 26, 2024	11:00a ET	11:50a ET	Partners in Closing: Intro to Channel Sales
Apr 26, 2024	10:00a ET	10:50a ET	Mock Discovery Call 1 (EMEA)
Apr 26, 2024	12:00p ET	12:50p ET	Mock Discovery Call 2 (AMER)

SQS 39 - June 2024

• Workshop times quoted are United States Eastern Daylight Time (Atlanta, Georgia) (UTC -4)

DATE	START TIME	END TIME	ACTIVITY	SME ASSIGNED
May 15, 2024	10:30a ET	11:20a ET	Welcome Call	Field Enablement Team
Jun 3, 2024	10:30a ET	11:50a ET	Command of the Message: Essential Questions Exercise	Field Enablement Team
Jun 4, 2024	10:30a ET	11:50a ET	Command of the Message: Value Card Exercise	Field Enablement Team
Jun 5, 2024	10:30a ET	11:50a ET	Command of the Message: Discovery Question Exercise	Field Enablement Team
Jun 6, 2024	10:30a ET	11:50a ET	Command of the Message: Differentiator Exercise	Field Enablement Team
Jun 7, 2024	10:30a ET	11:50a ET	Command of the Message: MEDDPPICC & Breakout Call Prep	Field Enablement Team
Jun 10, 2024	10:30a ET	10:55a ET	Operational Excellence: Into to Gitlab Field Security	Field Security Team
Jun 10, 2024	11:00a ET	11:50a ET	Solution Focus: Intro to Competition	Marketing Team
Jun 11, 2024	10:30a ET	10:55a ET	Operational Excellence: Intro to GitLab Legal	Legal Team
Jun 11, 2024	11:00a ET	11:50a ET	Discussion: Professional Services	Professional Services Team
Jun 12, 2024	10:30a ET	11:20a ET	Customer Focus: Customer Success Management Overview	CS Team
Jun 13, 2024	10:30a ET	10:55a ET	Intro to Sales Ops + Deal Desk	RSOE Team
Jun 13, 2024	11:00a ET	11:50a ET	Operational Excellence: Working with Sales Dev	Makerting Enablement
Jun 17, 2024	10:30a ET	11:50a ET	Intro to Partner Sales	Partner Team
Jun 18, 2024	10:00a ET	10:50a ET	Mock Discovery Call 1 (EMEA)	Mock Customers
Jun 19, 2024	12:00p ET	12:50p ET	Mock Discovery Call 2 (AMER)	Mock Customers