Onboarding and Ramp Schedule
Overview
Your first months with Marqii will be spent learning everything you need to know to be successful in your role:
- Our Product
- Our Internal Processes
- Sales Philosophy and Skill
Here is a brief outline of what your first 90+ days will look like:
Month 1 - Weeks 1 & 2
You will not have a quota your first month. Your first week will be spent in a class-like setting. We will probably overload you with information. The goal is for you to absorb as much as possible, and then learn more and more each week going forward.
During weeks 1 &2, we'll cover the following:
- The Role and Expectations
- Product/Market Fiit
- How Liistiings Work
- Menus!
- Review Monitoring, (Suggested Review) Response and Managed Review Response
- Analytics
- What are 'Pages'?
- How Pricing Works, Discount Tiers and A La Carte Pricing
- How Leads Work and the Rules of Engagement
- 95% vs 5%
- The Commercial Sales Process: Scheduling a Meeting and Making Sure it Holds
- The Commercial Sales Process: Pre-Call Research
- The Commercial Sales Process: Intro and Upfront Contract
- The Commercial Sales Process: Discovery Questions
- The Commercial Sales Process: The Pitch and Demo
The Commercial Sales Process: Post Call Follow-Up and Proposal Creation
Developing and and Practicing your Pitch and Demo
How to Make a Cold Call: Example #1, Example # 2
How to Leverage Linkedin
Partner Pitch vs. Direct Pitch
Salesforce and Apollo Overview
You'll meet:
- The rest of the Commercial Sales team
- Avi Goren, our CEO and Founder
- Bryan (Rutco) Rutcofsky, our CRO and Co-Founder
- (R)Ev Ops - Our Revenue Operations team, including Evan Perlmutter, our COO and Co-Founder
- Kelsey Verdier, Our Director of Marketing and Nadine de la Fuente, our Marketing Manager
- The Mid-Market Sales team aka Helen Ralowicz-Chapman
- The Account Management and Ashley McGowan, our VP of Customer Success
- The Support team and Maddi Goodwine, our Customer Experience Manager
- Carl Lane, our VP of Product and Rob Rush, our Product Manager
Your second week and the rest of your first month will be spent mostly focusing on developing and practicing pitching and demo'ing Marqii.
You'll also start to prospect at the beginning of week 2.
You'll focus on unassigned accounts in Salesforce and self-prospected accounts you find that are not in SFDC.
When you're not prospecting, you're perfecting your pitch/demo.
Month 1 - Weeks 3 & 4
At the beginning of week three, you'll be eligeable to perform a mock first call (Introduction and Upfront Contract, Discovery, Pitch, Demo and Next Steps) to a panel consisting of Bryan Rutcofsky, Craig Wacks and another member of the Leadership team.
Assuming we approve of your pitch and demo, you'll have officially graduated onboarding!
This means you're now eligeable to receive inbound leads!
You'll continue to grow your pipeline by prospecting, while continuing to develop your product knowledge, your knowledge of internal processes and your sales abilities.
Craig Wacks or John Cullinan will join you for all the meetings your schedule until you feel you're ready to hold calls on your own. You can always pull John or Craig in to be a second voice.
From then on, your focus should be to build up as much pipeline and have as many conversations with prospects as possible!
Month 2
For your second month, you'll be expected to attain 33% of your monthly quota. You'll have regularly 1:1's and attend weekly team trainings to ensure you continue to develop in all aspects of your role while you continue to build your pipeline.
Month 3
For your third month, you'll be expected to attain 66% of your monthly quota. You'll have regularly 1:1's and attend weekly team trainings to ensure you continue to develop in all aspects of your role while you continue to build your pipeline
Month 4
By month 4, we consider you to be fully ramped and expect you to attain your monthly quota. You'll have regularly 1:1's and attend weekly team trainings to ensure you continue to develop in all aspects of your role while you continue to build your pipeline