To improve sales efficiency & predictability as well as excellence in role, the Field Enablement Team has developed a Field Certification program. The focus of this certification path for Commercial AEs is specific to the Required 7. All AE's are expected to complete this certification path after completing Sales and Customer Success Onboarding. All courses and learner assets are listed below:
|R7 Certification, Course 1: Effective Meeting Hosting||Ensure each AE/ASM can apply remote selling best practices to host a professional virtual meeting||20 min|
|R7 Reinforcement Module: Meeting Roles||Ensure each AE/ASM can identify the correct co-selling role and apply in a given sales scenario||10 min|
|R7 Certification, Course 2: Account Ranking||Ensure each AE/ASM can apply the Account Ranking criteria to build pipeline||20-25 min|
|R7 Certification, Course 3: Capturing Key Information and Logging Call Notes & Updating Next Steps||Ensure each AE/ASM can translate the customers "question behind the question" to capture key information; recall where and how to log call notes; and create actionable next steps||25 min|
|R7 Certification, Course 4: Command Plan||Ensure each AE/ASM understand the CP architecture and can leverage informed curiosity to create a compelling "why now" and align value drivers with metrics to drive a sale to close||30 min|
|R7 Certification, Course 5: Selling With The Custom Deck||Ensure each AE/ASM can apply the Custom Deck requirements to position GitLab as a differentiated solution||30 min|
|Selling Services Workshop||Ensure each AE/ASM can identify and position Professional Service offerings and value||90 min|
|AE Choice- The Journey to Ultimate
with James Heimbuck
|Learn how to build a roadmap for customers to get to Ultimate; understand how specific
features in Ultimate help customers innovate as they scale; overcome objections by
understanding how uptier features solve business problems
|Course Title||Associated Course Asset|
|R7 Certification, Course 1: Effective Meeting Hosting||- Team Asset Folder
- Commercial Customer Deck Template
- How to custom brand the Commercial Sales Deck
- Video Tutorial: How to custom brand the Commercial Sales Deck
- Zoom Meeting Checklist
- ASMs: Chorus Feedback Resources
|R7 Reinforcement Module: Meeting Roles||- Meeting Roles Infographic|
|R7 Certification, Course 2: Account Ranking||- Account Ranking Infographic|
|Selling Services Workshop||- Team Asset Folder
- Enablement for CS to Position Professional Services
- Professional Services Sales Enablement - Q3FY21
Internal Positioning Collateral for PS
- Nanotronics Deal Spotlight
- EWS Deal Spotlight
With all the uncertainty around Covid-19, we have developed a process to capture never-before-heard customer requests. Please use this document to help you understand the process.
Fields that need to be updated at all times
How to get each of those required fields
For more details visit the Account Ranking section on the Commercial Sales Handbook page.
Each person writes out a process:
The tougher, non-intro’d scenario:
Make sure that you document all:
Be sure to put in the status of this account in Account Tiering and Tiering Notes so that you can be efficient every time you or another person works on it
When is it Game Over?
GitLab is an organization that is built on contribution and collaboration. These values are not only critical for building a great product, they are critical for building a world class sales team. Each member of the Commercial team is expected to create insider notes in SFDC on accounts and conversations they participate in or currently own. With GitLab being a remote company, it is even more important to create and maintain a culture of great note taking.
Raw Notes Section
Next Steps Section
Login to Salesforce to see where you should add notes. If no opportunity exists, create a note on the Contact level, if an Opportunity exists, create a note on the Opportunity level.
Example: Vanilla Notes vs Great Notes
This Sales Team takes great notes!
To build and maintain positive relationships with customers at every stage of their GitLab journey. Positive customer relations help you connect with your customers on a much more personal level. When you connect with the target audience, you are much more likely to understand their requirements, resolve their problems, and create a sense of mutual understanding.
Understand the importance of customer health checks to create lasting relationships with GitLab customers. This reduces churn and increases expanded opportunities.
First order (Pre-Sale-Day 1): The objective is to prepare the customer for a successful customer journey with GitLab, meaning they can achieve their business outcomes with a great experience. This includes evaluating our products for their needs, clearly defining their buying process and determining the timeline of key milestones to ensure a seamless handoff.
Implementation (Day 1-Day 90): This is a very important step in the customer lifecycle. During the implementation stage the customer is evaluating their needs and how GitLab is going to ensure they meet those needs. There may be learning opportunities that present themselves, so multiple touches will take place to ensure we provide support to move them into the adoption stage.
Adoption (Day 90-270): The objective is to support our customer's utilization of the GitLab solution to address the customer's original purchase intent (i.e., use case(s) and capabilities, licenses).
Renewal (Day 270-365): At this stage in the customer journey, there is full application of GitLab products and development is underway. The objective in this stage is to enable the customer to get additional value from the platform and stay current on project timelines.
SFDC Reports to assist: Customer Health Check Dashboard