Employee Handbook

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Sales & Customer Success

Sales & Success Onboarding

Credit: https://about.gitlab.com/handbook/sales/onboarding/

Sales onboarding at GitLab is a blended learning experience (virtual, self-paced learning path paired with an immersive, hands-on in-person workshop called Sales Quick Start) focused on what new sales team members need to KNOW, DO, and BE ABLE TO ARTICULATE within their first 30 days or so on the job so they are "customer conversation ready" and they are comfortable, competent, and confident leading customer engagements before the end of their first several weeks on the job.

There are some formal learning components with a heavy emphasis on social learning (learning from others) and learning by doing to help bridge the knowing-going gap. Some of our learning goals pertaining to Sales Onboarding include:

Create relationships with colleagues and mentors and gain a strong understanding of GitLab culture

Develop a high-level understanding of the DevOps industry and GitLab competitors

Understand GitLab’s value framework (including, but not limited to, products, services, and GitLab values)

Understand personas and learn how to be audible ready with each of them on a discovery call

Gain a functional understanding of GitLab’s sales cycle and customer journey

Learn how to utilize company resources (including, but not limited to, our handbook, the GitLab tool itself, Chorus.ai, Zoom, Google Suite, and SFDC)

Gain a strong understanding of Command of the Message and MEDDPICC. For sales roles this includes becoming adept at trap-setting questions, discovery questions, and being audible-ready. For Customer Success roles this includes becoming familiar with value drivers, asking open-ended questions, and being audible ready.

Sales Quick Start Workshop

After completing the virtual, self-paced Sales Quick Start learning path, new sales team members (along with new Solution Architects, Technical Account 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.

Workshop Schedule

Workshop Schedule

Start Date

End Date

GEO

LOCATION

7/8/2020

7/17/2020

AMER

Virtual

8/17/2020

8/26/2020

EMEA

APAC

Virtual

9/28/2020

10/6/2020

AMER

Virtual

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