In order to officially “graduate” from Sales Onboarding at GitLab, we have identified a few components that are considered milestones of achievement (many of these must be done concurrently to ensure completion):
Sales Roles:
Complete GitLab General Onboarding issue
Complete Sales Quick Start learning path in Google Classroom prior to the SQS Workshop
Complete the Sales Quick Start Workshop
Deliver GitLab Value Pitch
Articulate the Command of the Message Mantra
Complete a series of discovery calls:
Submit 1 recorded mock discovery call in SQS pre-work
Complete 1 mock discovery call at the SQS Workshop
Submit 1 “Live Lead” after the SQS Workshop within 30 days
Review and obtain approval from your manager for a territory and account plan
Close first deal within the first 90 days of starting at GitLab
Customer Success Roles:
Complete GitLab General Onboarding issue
Complete Sales Quick Start learning path in Google Classroom prior to the SQS Workshop
Complete the Sales Quick Start Workshop
Deliver the role based Capstone
TAM: Mock customer kickoff
SA: Build and deliver mock demo
PSE: Statement of Work
Articulate the Command of the Message Mantra
Kickoff first customer engagement within the first 90 days of starting at GitLab
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