After implementing an effective 30/60/90 day sales onboarding program, MongoDB chose not to rest on its laurels. The team evolved their onboarding program to increase the productivity of their sales reps and recruiting efficiency of their sales leaders using a milestone-based approach. Join us to learn what the evolution of sales onboarding means and how to leverage from the lessons learned by Jeremy Powers, Senior Director of Sales Enablement, to implement a similar program at your company.

1. Transforming Sales
Enablement with Next-Gen
Onboarding
@mindtickle #MTWEBINAR 1

2. @mindtickle #MTWEBINAR 2
A comprehensive Sales Readiness platform for inside sales, field sales, and partner
enablement. Onboard. Coach. Reinforce. Update.
Trusted by the best sales teams:
MongoDB, AppDynamics, Nutanix, Cloudera, Fuze, MuleSoft, Forescout, Symantec, and more!.

3. @mindtickle #MTWEBINAR
Agenda
3
Plan for today:
● Agenda:
○ State of the Sales Onboarding
○ Sales Onboarding and Sales Leader Program at MongoDB
● Feel free to ask questions, Questions will be taken throughout the
session and answered at the end.

4. @mindtickle #MTWEBINAR
Meet the speakers
4
Jeremy Powers
Sr. Director Sales Enablement, MongoDB
@mastersinsales
Daniel Kuperman
Director of Product Marketing, MindTickle
@danielkuperman

5. We will be taking audience questions at the end of the speaker presentations.
Please send in your questions to the moderator via chat.
@mindtickle #MTWEBINAR 5

6. What We Will Be Talking About
@mindtickle #MTWEBINAR 6
Driving Business Impact Through
Next-Gen Sales Onboarding

7. @mindtickle #MTWEBINAR
The Impact of Onboarding in Sales Performance
7
Onboarding training services can
improve win rates by 14% or
downgrade them by 9%,
depending on their effectiveness.
CSO Insights, 2016 Sales
Enablement Optimization Study
Needs major
redesign or
improvement
Meets or
Exceeds
Expectations
53 %
42 %
Average Win Rate : 46.2 %

8. @mindtickle #MTWEBINAR
The State of Sales Onboarding
8
Degree of structure in Sales Onboarding Overall Sales Onboarding Effectiveness
Sales Management Association

9. How to create effective Sales Onboarding
Hyper-growth companies such as MongoDB and other tech giants that
implement a well-designed Onboarding program achieved the following
results*
@mindtickle #MTWEBINAR
*Source: MindTickle data – real results from a broad range of customers
9
• Reduced new hire ramp time by up to 58%
• Reduced time to first sale from 192 days to 85 days
• Improved revenue from rep with < 12 months tenure by 21%
• Improved new hire pipeline at 180 day mark by 19%

10. You will now be seeing a poll on your screen. Kindly respond by clicking the
most suitable option.
@mindtickle #MTWEBINAR 10

11. What We Will Be Talking About
@mindtickle #MTWEBINAR 11
MongoDB:
The Evolution of Sales Onboarding

12. @mindtickle #MTWEBINAR
Quick MongoDB Overview
12
2007 2016+2014
Product/Market Go-to-Market Excellence

13. @mindtickle #MTWEBINAR
MongoDB Onboarding Evolution
13
1
2
3
Technology, product, personas and competition
Sales methodology, process and automation
Metric driven, experiential, just-in-time

14. @mindtickle #MTWEBINAR
MongoDB Onboarding Evolution
14
1
2
3
Sales methodology, process and automation
Metric driven, experiential, just-in-time
Technology, product, personas and competition

15. @mindtickle #MTWEBINAR
30/60/90 Onboarding Framework
15
90 Days60 Days30 Days
● SDRs
● Corporate sellers (CAEs)
● Enterprise sellers (EAEs)
● Solution Architects (SAs)
2

16. @mindtickle #MTWEBINAR
30/60/90 Onboarding Framework
16
Systems setup and Boot camp pre-
work (~14 hours)
30 Days
2

17. @mindtickle #MTWEBINAR
30/60/90 Onboarding Framework
17
60 Days30 Days
Bootcamp Training
● In-person; 5 days; exams, role plays
● What we sell, how we sell, practice
● Extensive feedback
2

18. @mindtickle #MTWEBINAR
30/60/90 Onboarding Framework
18
90 Days60 Days30 Days
● Industry & competitive knowledge
● Deep technical knowledge
● Product knowledge
● Advanced bootcamp pre-work
2

19. @mindtickle #MTWEBINAR
30/60/90 Onboarding Framework
19
90 Days60 Days30 Days
Advanced Bootcamp Training
● Testing technical/product from original Bootcamp
● Deeper dive on competition, services, industry
● Reinforce sales methodology and qualification
2

20. @mindtickle #MTWEBINAR
30/60/90 Onboarding Framework - Conclusion
20
90 Days60 Days30 Days
● Decreased new hire ramp time by 40%
● Increased average ramped seller productivity by >200k
● Doubled amount of reps hitting quota once ramped
2

21. @mindtickle #MTWEBINAR
What was still suboptimal
21
● Ramping outliers
● True ramp potentially unclear
● Not focus on Sales Leaders
● Drop in MT adoption (when not tied to in-person event)

22. @mindtickle #MTWEBINAR
MongoDB Onboarding Evolution
22
1
2
3
Technology, product, personas and competition
Sales methodology, process and automation
Metric driven, experiential, just-in-time

23. @mindtickle #MTWEBINAR
MongoDB Onboarding Evolution
23
1
2
3
Sales methodology, process and automation
Metric driven, experiential, just-in-time
Technology, product, personas and competition

24. - Productivity/PG
- AST
- Deal size, etc.
- SA remediation
- Bootcamp CTAs
- Sales process
- PG Metrics- Pre-work
- SA buddy
- Final exam
- Feedback
@mindtickle #MTWEBINAR
Ramp 2.0 - EAE example
24
Month 1
Phase I:
Bootcamp
Months 2-3
Phase II:
Field
Development
Months 4-5
Phase III:
Advanced
Training
● Phased approach
● Targeted coaching
● Manager reinforcement
● Just-in-time
● Metrics based
3

25. - Pre-work
- SA buddy
- Final exam
- Feedback
- Teach backs
- Candidate lists
- Recruiting pitch
- Deal reviews
- Team productivity
- AST
- Recruiting stats
@mindtickle #MTWEBINAR
Ramp 2.0 - Sales Leader example
25
Month 1
Phase I:
Bootcamp
Months 2-3
Phase II:
Sales Leader
Training
Months 4-5
Phase III:
Advanced
Training
● Rep onboarding+
● Recruit
● Develop
● Execute
3

26. @mindtickle #MTWEBINAR
Ramp 2.0 - Improvements in leading indicators
26
● 100% completion Bootcamp CTAs
● Recruiting targets achieved
● Improved PG
● Early big wins

27. You will now be seeing a poll on your screen. Kindly respond by clicking the
most suitable option.
@mindtickle #MTWEBINAR 27

28. SUMMARY
@mindtickle #MTWEBINAR
KEY TAKEAWAYS
1. A well-structured milestone based approach, that is personalized for the sales rep’s needs achieves
best results.
2. Investing into the right technology for delivery, tracking and administration makes onboarding scale
3. Blend knowledge with experiential learning activities
4. Follow up with recall and reinforcement activities
5. Map onboarding outcomes to business results - leading indicators (e.g. pipeline) and lagging
indicators (e.g. revenue, quota attainment)

29. Questions?
@mindtickle #MTWEBINAR 29

30. @mindtickle #MTWEBINAR
Where to find more Sales Enablement best practices
30
Checkout www.mindtickle.com/sales-enablement-resources to learn the tricks of the trade from best-in-class enablement teams

31. @mindtickle #MTWEBINAR
A comprehensive Sales Readiness platform for inside sales, field sales, and partner
enablement — Onboard. Coach. Reinforce. Update.
Call us on 1(800) 231 5578 or email info@mindtickle.com to set up an appointment.
www.MindTickle.com
31

32. @mindtickle #MTWEBINAR 32
Thank you!
Follow us on Twitter at
@mindtickle
for more tips and best practices

33. Appendix
@mindtickle #MTWEBINAR 33

34. You will now be seeing a poll on your screen. Kindly respond by clicking the
most suitable option.
@mindtickle #MTWEBINAR 34

35. Please go ahead and add your responses to the chat window:
- Questions for interaction
@mindtickle #MTWEBINAR 35