Sales Quick Start (SQS) Workshop

Maintained by:

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 2022 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 28 - September 2022

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

DATE	START TIME	END TIME	ACTIVITY	SME ASSIGNED
September 9, 2022	11:00a ET	12:00p ET	Welcome Call	Field Enablement
September 12, 2022	10:30a ET	11:50a ET	Essential Questions Exercise	Field Enablement
September 13, 2022	10:30a ET	11:50p ET	Value Card Exercise	Field Enablement
September 15, 2022	10:30a ET	11:50a ET	Discovery Question Exercise	Field Enablement
September 16, 2022	10:30a ET	11:50a ET	Differentiator Exercise	Field Enablement
September 16, 2022	12:00p ET	1:50p ET	MEDDPPICC & Breakout Call Prep	Field Enablement
September 19, 2022	10:30a ET	11:00a ET	Field Security	Field Security Team
September 19, 2022	12:30p ET	1:20p ET	Alliances	Alliances Team
September 20, 2022	10:00a ET	10:50a ET	Discussion: Professional Services	Professional Services Team
September 20, 2022	11:00a ET	11:50a ET	Discovery Call 1	Mock Customers
September 21, 2022	11:00a ET	11:40a ET	Legal / Deal Desk	Legal & Deal Desk Team
September 21, 2022	12:00p ET	12:50p ET	Discovery Call 2	Mock Customers
September 22, 2022	10:00a ET	10:50a ET	Channels	Channel Team
September 22, 2022	11:00a ET	11:50a ET	Discovery Call 3	Mock Customers
September 23, 2022	10:30a ET	11:20a ET	Intro to the Competition	Competitive Intelligence

SQS 29 - October 2022

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

DATE	START TIME	END TIME	ACTIVITY	SME ASSIGNED
Oct 11, 2022	10:00a ET	11:20a ET	Essential Questions Exercise	Field Enablement
Oct 12, 2022	10:00a ET	11:20a ET	Value Card Exercise	Field Enablement
Oct 12, 2022	11:30a ET	12:20p ET	Discovery Question Exercise	Field Enablement
Oct 13, 2022	09:30a ET	10:50a ET	Differentiator Exercise	Field Enablement
Oct 14, 2022	10:00a ET	11:20a ET	MEDDPPICC & Breakout Call Prep	Field Enablement
Oct 17, 2022	09:30a ET	09:50a ET	Field Security	Field Security Team
Oct 17, 2022	10:00a ET	10:50a ET	Intro to Competition	Competitive Intelligence
Oct 17, 2022	11:00a ET	11:50a ET	Alliances	Alliances Team
Oct 18, 2022	10:00a ET	10:50a ET	Discussion: Professional Services	Professional Services Team
Oct 18, 2022	11:00a ET	11:50a ET	Discovery Call 1	Mock Customers
Oct 19, 2022	10:00a ET	10:50a ET	Legal / Deal Desk	Legal & Deal Desk Team
Oct 19, 2022	11:00a ET	11:50a ET	Discovery Call 2	Mock Customers
Oct 20, 2022	10:00a ET	10:50a ET	Channels	Channel Team
Oct 20, 2022	11:00a ET	11:50a ET	Discovery Call 3	Mock Customers