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Scott Grudman - Sales Bootcamp

@ScottGrudman go through this sales bootcamp to get familiar with the product and the GitLab process. The bootcamp should have had the below pasted:

Weekly Planning

Create a weekly study plan to make sure you understand all the theory content and complete all the tests.

Week 1

Theory: GitLab University - Beginner.

Tests:

  • Version Control Systems Test
  • Intro to Git Test
  • Create a group on GitLab.com named glu_yourname.
  • Add your direct manager and Chad Malchow as master to the group.
  • Create a project called About Me.
    • Add a README.md file with a list of things that we should know about you.
  • Create another project called 90 day plan.
    • Add a README.md file with a plan of what are going to do in your first 90 days.
    • How to sell GitLab
    • Record your version of idea to production demo
  • Create a MR for each of the projects.
    • Assign them to your manager and Chad Malchow.

Week 2

Theory: GitLab University - Intermediate.

Tests:

Week 3

Theory: GitLab University - Advanced.

Tests:

Week 4

Tasks:

  • Study the Sales Handbook page.
  • Review How to Process an Order When you are ready to process your first order, please request time with the sales operations team by asking in the #SFDC Slack channel.
  • Familiarize yourself with our Lead Qualification Process
  • Login to Salesforce.com.
    • Change you password when you are promoted to via email.
  • Familiarize yourself with these business critical Salesforce reports and views.
    • Accounts you Own:
      Identify expansion opportunities, see who you have neglected
      and the mix of customers to prospects you are working on.
    • With your manager review the book of business or prospective accounts
      to determine which accounts you should owned based on your assigned territories.
    • Your Current Month Pipeline:
      View what you are committing to close this month.
      Ask yourself if each lead is in the right stage to close this month?
      What is needed to advance the sale to the next stage?
    • Your Total Pipeline:
      Overview your pipeline and get insight into focus areas to reach targets.
      You will also be shown what needs to be closed
      and where you need to build up your pipeline through new business, expansion or add-on.
    • Your Leads:
      Make sure you are following up on each lead in a timely manner
      and have a plan on how you qualify or disqualify them.
    • Your Personal Dashboard:
      Understand where you have been, where you are, where are you going
      and do you have the pipeline to get to where you need to be.
    • Opportunity Pipeline Hygiene Follow this dashboard and understand how to use the data provided to improve your forecasting and increase your win rates.
    • Sales Leadership Dashboard Follow this dashboard and visit a weekly to know how the sales team is doing towards our goal and leading indicators.

Supporting Material

  1. Our Sales Handbook
  2. Step-by-step demo script
  3. Sales Best Practices Training
  4. Our Sales Agenda
  5. EE Product Qualification Questions
  6. Client Demo of GitLab with Job and Haydn
  7. Recorded Practice Sales Demos
  8. GitLab University Google Drive
  9. Getting Technical Support
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