AE Training Expectations

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What is the goal of this training?

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To provide the new members of the [The Company] sales team with an overview of the AE Training, how success for new AEs will be evaluated, and [The Company]’s expectations in the workplace.

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How we will do this?

Review the milestones and metrics that successful AEs will achieve across the training program, and the qualitative and quantitative factors that will be considered for successful graduation

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Review the expectations of an AE in the training program.

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Provide some advice, dos, and don’ts around professionalism in the workplace and what it takes to be successful in the AE role long-term

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Why is this important?

1. The AE role at [The Company] is incredibly challenging! To set you up for success as best as possible, you’ll be trained on specific concepts at specific times. This training is meant to help you understand why and to know what’s coming.

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• Success isn’t always black and white. This training will help you better understand how we define success, and what you need to do, show, and achieve in order to graduate.

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• [The Company] does not require any previous closing experience to be hired into the AE role, which means for some folks this could be your first sales job. Understanding expectations clearly will help you establish a great personal brand early and avoid pitfalls.

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AE Training Overview

Month 1

What Will I Learn?

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What Does Success Look Like?

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Goals

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Month 2

What Will I Learn?

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What Does Success Look Like?

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Goals

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Month 3

What Will I Learn?

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What Does Success Look Like?

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Goals

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Month 4

What Will I Learn?

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What Does Success Look Like?

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Goals

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Month 5

What Will I Learn?

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What Does Success Look Like?

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Goals

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Milestones & Metrics

How will AEs be evaluated while in the training program?

Monthly Milestones - Units & Revenue

What Do these Milestones Mean?

If you are consistently reaching these milestones, you are demonstrating that you are both able to sell the quantity of deals needed to hit a full goal every month, and quality in terms of a combination of small, medium, and large-sized deals. It’s very possible to get “lucky” with a big deal that impacts revenue, but we need to see strength in both of these areas in order to feel confident you are ready to graduate.

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Qualitative Factors

Effort

We default to rewarding the person who does the work. If you are not getting a concept as quickly as you’d like but are trying incredibly hard, [The Company] will always invest in helping you get there.

Attitude

Be a person other people want to work with. Your trainer and manager are here to help you with anything you need, but in return we expect that you approach both challenges and successes with the right attitude.

Personal Brand

You own the way you show up at work, and sometimes perception is reality. You are new here, and you own the way others perceive you by the way you act in every interaction.

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Expectations

Be on time. Our team arrives between 7:45 and 9am.

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Never, ever, show up late for a team meeting or training session.

Positive Beliefs - Self-Fulfilling

• “I am responsible for my own outcomes.”
• “What’s done is done, I can only do better next time.”
• “That didn’t go well. What can I learn from this?”
• “I wonder why that played out that way. I’m going to figure it out.”
• “Wow, that approach didn’t work for me. I won’t do that again.”
• “If I need it, someone will be there to help me out.”
• “I am in charge of my own future.”
• “That went wrong, but it’s still going to work out.”

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Participate in all team meetings. Show the presenter respect by coming prepared, participating, and treating all others in the room with respect.

Take role plays, assessments, and practical tests seriously. We will evaluate you for graduation both on qualitative and quantitative factors; you must pass assessments to graduate.

Remember this is a workplace. Your conduct and language should be polite, respectful, and above board at all times.

Know where you stand at all times.

Advice, Dos, & Don’ts

What does it take to be successful as an AE at [The Company]?

DO:

Understand that to be successful in sales, you need to work really hard, every day.

DO:

Understand your own beliefs and where they might be helping or hurting you.

“If you believe you can do a thing, or if you believe you can’t do a thing, you’re right.”

• Henry Ford

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Beliefs → Values → Thoughts → Things

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Negative Beliefs - Self-Limiting

• “I’m not a natural salesperson.”
• “The opps are bad.”
• “Asking for referrals will annoy my prospects.”
• “I can’t challenge my prospects.”
• “I don’t have enough time to do X.”
• “I’ll seem greedy if I ask for more during closing.”
• “I’m a nuisance to buyers.”
• “Our prices are too high.”
• “I’m a total failure because I didn’t achieve X.”

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DO:

Understand your own learning style: Audio, Visual, Kinesthetic/Experiential, Reading/Writing. There is a lot to learn and retain.

DON’T:

Wait to ask for help. The best AEs figure out the answer by any means necessary.

DON’T:

Let a temporary setback impact the next call, the next day, the next week. The best sales people lose 9 of 10 deals.

What Not to Say

Avoiding pitfalls from AEs who came before you.

This opp is not worth my time.

I did my 120 dials, can I go home?

[Person next to me] stinks at sales.

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[Customer] is not valuable.

Questions?