Sales Quick Start (SQS) Workshop

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• Sales Quick Start Workshop
• Sales Quick Start In-Person Workshop Agenda
• Sales Quick Start Remote Agenda:
  • SQS 33 - May 2023

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 33 - May 2023

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

DATE	START TIME	END TIME	ACTIVITY	SME ASSIGNED
May 11, 2023	11:00a ET	11:50a ET	SQS Welcome Call	Field Enablement
May 15, 2023	10:30a ET	11:50a ET	Essential Questions Exercise	Field Enablement
May 16, 2023	10:00a ET	11:20a ET	Value Card Exercise	Field Enablement
May 17, 2023	10:00a ET	11:20a ET	Discovery Question Exercise	Field Enablement
May 18, 2023	10:30a ET	11:50a ET	Differentiator Exercise	Field Enablement
May 19, 2023	10:00a ET	11:20a ET	MEDDPPICC & Breakout Call Prep	Field Enablement
May 22, 2023	10:30a ET	11:00a ET	Field Security	Field Security Team
May 22, 2023	11:00a ET	11:50a ET	Intro to Competition	Competitive Intelligence
May 23, 2023	11:00a ET	11:50a ET	Discovery Call 1	Mock Customers
May 23, 2023	12:00p ET	12:50p ET	Better Together: GitLab Alliances	Alliances Team
May 24, 2023	10:00a ET	10:50a ET	Discovery Call 2	Mock Customers
May 24, 2023	11:00a ET	11:50a ET	Operational Excellence: Legal / Sales Ops	Legal & Sales Ops Team
May 25, 2023	10:00a ET	10:50a ET	Partners In Closing: Intro to Channel Sales	Channel Team
May 25, 2023	11:00a ET	11:50a ET	Customer Success Manager Overview	Customer Success Team
May 30, 2023	10:00a ET	10:50a ET	Discovery Call 3	Mock Customers
May 30, 2023	11:00a ET	11:50a ET	Customer Focus: Professional Services	Professioanl Services Team