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|
|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!