| A | B | C | D | E | F | G | H | I | J | K | L | M | N | O | P | Q | R | S | T | U | V | W | X | Y | Z | AA | AB | |
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1 | Week | Day | Schedule | Minutes | Activity | Category | Who Attends | Notes | ||||||||||||||||||||
2 | 1 | 1 | 9:00-9:30 | 30 | Breakfast Kick-off | Kick-off/recap | C and VP Leaders + sales teammates | Introductions with food | ||||||||||||||||||||
3 | 1 | 1 | 9:30-10:30 | 60 | Welcome & computer/systems setup | Tools | Ops + Front Line Manager | email, communication, phone, CRM, payroll, extensions | ||||||||||||||||||||
4 | 1 | 1 | 10:30-11:30 | 60 | Manager-Led Team Meeting to review each tool | Tools | Front Line Manager | |||||||||||||||||||||
5 | 1 | 1 | 11:30-12:00 | 30 | Org Breakdown | Company Information/Research | Front Line Manager | Org chart review; Review who is responsible for what within the company | ||||||||||||||||||||
6 | 1 | 1 | 12:00-1:00 | 60 | Lunch | Lunch | Entire team | Eat together | ||||||||||||||||||||
7 | 1 | 1 | 1:00-1:45 | 45 | Welcome to the Company | Company Information/Research | Front Line Manager | Walk through the 8-week plan and what the expectations are in these first two months | ||||||||||||||||||||
8 | 1 | 1 | 1:45-2:00 | 15 | Break | Breaks | ||||||||||||||||||||||
9 | 1 | 1 | 2:00-2:30 | 30 | PeopleOps + Legal | Company Information/Research | HR + Front Line Manager | Depending on the size of your company this can be a training but even if you're a startup set some expectations and don't overlook crossing the T's and dotting the I's with regards to HR and Legal on their first day | ||||||||||||||||||||
10 | 1 | 1 | 2:30-3:30 | 60 | Company/Competitor/Market Research | Company Information/Research | Independent work | Front Line Manager to send a packet before day 1 starts that includes articles, videos, resources for information | ||||||||||||||||||||
11 | 1 | 1 | 3:30-4:30 | 60 | Company/Competitor/Market Research | Company Information/Research | Independent work | |||||||||||||||||||||
12 | 1 | 1 | 4:30-4:45 | 15 | Break | Breaks | ||||||||||||||||||||||
13 | 1 | 1 | 4:45-5:00 | 15 | Daily recap via common communication channel | Kick-off/recap | Independent work | Everyday reps should send a quick recap on a chosen communication channel about what they did today, ask them to highlight something they learned. Do this for 60 days then revaluate if leadership wants this to keep going or move it to weekly recaps. For the first few days front line managers should do it with reps. | ||||||||||||||||||||
14 | ||||||||||||||||||||||||||||
15 | 1 | 2 | 8:30-9:00 | 30 | Daily kick-off | Kick-off/recap | Front Line Manager | VP/CEO should drop in ad hoc; After training this turns into a weekly team meeting | ||||||||||||||||||||
16 | 1 | 2 | 9:00-9:30 | 30 | Cold Call and Voicemail Script Introduction | Script | Front Line Manager | Front Line Managers provide reps with a script to memorize by their 3rd week; Group reading excercise | ||||||||||||||||||||
17 | 1 | 2 | 9:30-10:15 | 45 | Pitching a prospect | Sales training | Front Line Manager | Group reading excercise | ||||||||||||||||||||
18 | 1 | 2 | 10:15-10:30 | 15 | Break | Breaks | ||||||||||||||||||||||
19 | 1 | 2 | 10:30-11:15 | 45 | Your role at the company | Company Information/Research | Front Line Manager | |||||||||||||||||||||
20 | 1 | 2 | 11:15-12:00 | 45 | Product deck | Product training | Front Line Manager/Product Manager | Have a high level deck ready to go | ||||||||||||||||||||
21 | 1 | 2 | 12:00-1:00 | 60 | Lunch with Mentor | Lunch | Mentor | Front Line Managers should assign mentors | ||||||||||||||||||||
22 | 1 | 2 | 1:00-1:45 | 45 | Company Value Proposition | Company Information/Research | Front Line Manager | Have a high level deck ready to go | ||||||||||||||||||||
23 | 1 | 2 | 1:45-2:15 | 30 | CRM Intro | Tools | Front Line Manager | Have a high level deck ready to go while logging into the CRM | ||||||||||||||||||||
24 | 1 | 2 | 2:15-3:00 | 45 | Script Review + Reading | Script | Front Line Manager | |||||||||||||||||||||
25 | 1 | 2 | 3:00-3:15 | 15 | Break | Breaks | ||||||||||||||||||||||
26 | 1 | 2 | 3:15-4:15 | 60 | Pipeline management | Tools | Front Line Managers | First dicussion around CRM Hygiene and best practices | ||||||||||||||||||||
27 | 1 | 2 | 4:15-4:45 | 30 | Company/Competitor/Market Research | Company Information/Research | ||||||||||||||||||||||
28 | 1 | 2 | 4:45-5:15 | 30 | Daily recap via common communication channel | Kick-off/recap | Independent work | |||||||||||||||||||||
29 | ||||||||||||||||||||||||||||
30 | 1 | 3 | 8:30-9:00 | 30 | Daily kick-off | Kick-off/recap | Front Line Manager | |||||||||||||||||||||
31 | 1 | 3 | 9:00-9:30 | 30 | Dashboard Introduction - CRM | Tools | Front Line Manager | Transparently show and emphasize how each rep is measured daily, Reps should check this dashboard view twice a day at a minimum to make sure they're pacing for outreach expectations. | ||||||||||||||||||||
32 | 1 | 3 | 9:30-9:45 | 15 | Recorded calls | Recorded calls | Front Line Manager | Front line Manager should pick the recorded calls that will provide the most value. Have everyone listen to all of these calls and discuss together. This can be done at work or at home. | ||||||||||||||||||||
33 | 1 | 3 | 9:45-10:15 | 30 | Review Objection Handling Document | Sales training | Independent work | Front line manager should prepare this document in advance | ||||||||||||||||||||
34 | 1 | 3 | 10:15-10:30 | 15 | Break | Breaks | ||||||||||||||||||||||
35 | 1 | 3 | 10:30-11:15 | 45 | Script Review + Reading | Sales training | Front Line Manager | |||||||||||||||||||||
36 | 1 | 3 | 11:15-12:00 | 45 | Understanding Ideal Client Profile | Sales training | Front Line Manager | Front line manager should prepare a one-pager document and discuss this as a group | ||||||||||||||||||||
37 | 1 | 3 | 12:00-1:00 | 60 | Lunch | Lunch | ||||||||||||||||||||||
38 | 1 | 3 | 1:00-1:45 | 45 | Compensation review + Metrics | Company Information/Research | Front Line Manager | Review how reps make money and how metrics are tied to their success in the role | ||||||||||||||||||||
39 | 1 | 3 | 1:45-2:15 | 30 | Emailing session - Existing Communication | Sales training | Front Line Manager | Review existing emails in the CRM or emailing tool and discuss the why behind the messaging. | ||||||||||||||||||||
40 | 1 | 3 | 2:15-2:45 | 30 | Emailing session - templates and sequences | Sales training | Front Line Manager | Show how to add templates and sequences to the CRM or emailing tool | ||||||||||||||||||||
41 | 1 | 3 | 2:45-3:00 | 15 | Break | Breaks | ||||||||||||||||||||||
42 | 1 | 3 | 3:00-3:45 | 45 | Vetting - How to Guide | Sales training | Front Line Manager | Whether you require or not it's important for reps to understand how they can go out into the market and find new prospects to add to the CRM. | ||||||||||||||||||||
43 | 1 | 3 | 3:45-4:30 | 45 | Company/Competitor/Market Research | Company Information/Research | ||||||||||||||||||||||
44 | 1 | 3 | 4:30-5:00 | 30 | Daily recap via common communication channel | Kick-off/recap | Independent work | |||||||||||||||||||||
45 | ||||||||||||||||||||||||||||
46 | 1 | 4 | 8:30-9:00 | 30 | Daily kick-off | Kick-off/recap | Front Line Manager | |||||||||||||||||||||
47 | 1 | 4 | 9:00-9:45 | 45 | Utilizing value deck | Sales training | Front Line Manager | Front line managers review the different angles of value the product can present to prospects | ||||||||||||||||||||
48 | 1 | 4 | 9:45-10:15 | 30 | CRM Tasks | Tools | Front Line Manager | Review moving a company all the way through the pipeline; Task management | ||||||||||||||||||||
49 | 1 | 4 | 10:15-10:30 | 15 | Break | Breaks | ||||||||||||||||||||||
50 | 1 | 4 | 10:30-11:30 | 60 | 1:1 with Manager | 1:1's | Front Line Manager | Managers should create a rolling 1:1 dock for each rep | ||||||||||||||||||||
51 | 1 | 4 | 11:30-12:00 | 30 | Email Sequences Review | Tools | Front Line Manager | Pick two sequences and review the strategy behind it including the other channels to work (calls, LinkedIn, etc) while the sequence is live | ||||||||||||||||||||
52 | 1 | 4 | 12:00-1:00 | 60 | Lunch | Lunch | ||||||||||||||||||||||
53 | 1 | 4 | 1:00-1:30 | 30 | Open call script and voicemail review | Script | Independent work | |||||||||||||||||||||
54 | 1 | 4 | 1:30-2:30 | 60 | Open call excercise | Sales training | Front Line Manager | Make 15 calls together and discuss | ||||||||||||||||||||
55 | 1 | 4 | 2:30-2:45 | 15 | Break | Breaks | ||||||||||||||||||||||
56 | 1 | 4 | 2:45-3:45 | 60 | Open call objection handling | Sales training | Front Line Manager | Front line manager should have a document ready to go with common objections | ||||||||||||||||||||
57 | 1 | 4 | 3:45-4:45 | 60 | Script memorization | Script | Independent work | |||||||||||||||||||||
58 | 1 | 4 | 4:45-5:00 | 15 | Daily recap via common communication channel | Kick-off/recap | Independent work | |||||||||||||||||||||
59 | ||||||||||||||||||||||||||||
60 | 1 | 5 | 8:30-9:00 | 30 | Daily kick-off | Kick-off/recap | Front Line Manager | |||||||||||||||||||||
61 | 1 | 5 | 9:00-9:45 | 45 | Product Training Review | Product training | Front Line Manager | Understanding of the product from a sales leadership perspective | ||||||||||||||||||||
62 | 1 | 5 | 9:45-10:30 | 45 | Recorded calls | Recorded calls | ||||||||||||||||||||||
63 | 1 | 5 | 10:30-10:45 | 15 | Break | Breaks | ||||||||||||||||||||||
64 | 1 | 5 | 10:45-11:30 | 45 | Manager Outreach Sprint | Manager/rep outreach | Front Line Manager | 20 calls together | ||||||||||||||||||||
65 | 1 | 5 | 11:30-12:00 | 30 | Vetting 5 accounts | Sales training | Front Line Manager | Vet 5 accounts independently than each person picks 1 to discuss why they vetted them for their pipeline | ||||||||||||||||||||
66 | 1 | 5 | 12:00-1:00 | 60 | Lunch | Lunch | ||||||||||||||||||||||
67 | 1 | 5 | 1:00-1:30 | 30 | 1:1 with VP | 1:1's | VP of Sales | End of week check-in. How is the rep feeling after their first week on the job. Allow the rep to ask questions to leadership | ||||||||||||||||||||
68 | 1 | 5 | 1:30-2:15 | 45 | Product Training Discussion with a PM | Product training | Front Line Manager/Product Manager | Discuss the product from a product manager's perspective. What are they thinking of building in the next 6 months and why | ||||||||||||||||||||
69 | 1 | 5 | 2:15-2:30 | 15 | Break | Breaks | ||||||||||||||||||||||
70 | 1 | 5 | 2:30-3:30 | 60 | Script memorization | Script | Independent Work | |||||||||||||||||||||
71 | 1 | 5 | 3:30-4:30 | 60 | Company/Competitor/Market Research | Company Information/Research | Independent Work | |||||||||||||||||||||
72 | 1 | 5 | 4:30-5:00 | 30 | Recap of the week | Kick-off/recap | Team meeting | Go in a circle chat about one thing that each person learned in their first week | ||||||||||||||||||||
73 | ||||||||||||||||||||||||||||
74 | 2 | 6 | 8:45-9:00 | 15 | Daily kick-off | Kick-off/recap | Front Line Manager | Moved Kick-off/Recap to 15 minutes starting week 2 | ||||||||||||||||||||
75 | 2 | 6 | 9:00-9:30 | 30 | Qualifying deck | Sales training | Front Line Manager | |||||||||||||||||||||
76 | 2 | 6 | 9:30-10:00 | 30 | MEDDIC/BANT or any preferres sales methodology | Sales training | Front Line Manager | Pick a sales qualification method and stick to it. Every opportunity must have this outlined in the CRM. | ||||||||||||||||||||
77 | 2 | 6 | 10:00-10:30 | 30 | Script memorization | Script | Independent Work | |||||||||||||||||||||
78 | 2 | 6 | 10:30-10:45 | 15 | Break | Breaks | ||||||||||||||||||||||
79 | 2 | 6 | 10:45-11:30 | 45 | CRM Speed + Manager Outreach Sprint | Manager/rep outreach | Front Line Manager | Let reps stumble trying to move fast with the CRM but be there to answer questions fast | ||||||||||||||||||||
80 | 2 | 6 | 11:30-12:00 | 30 | Email Sprint | Manager/rep outreach | Front Line Manager | Go back to the accounts that were just called and email them via your sequence tool | ||||||||||||||||||||
81 | 2 | 6 | 12:00-1:00 | 60 | Lunch | Lunch | ||||||||||||||||||||||
82 | 2 | 6 | 1:00-1:30 | 30 | Case Study Review | Sales training | Front Line Manager | |||||||||||||||||||||
83 | 2 | 6 | 1:30-2:00 | 30 | Dashboard review last week + today | Tools | Front Line Manager | |||||||||||||||||||||
84 | 2 | 6 | 2:00-3:00 | 60 | Recorded calls | Recorded calls | ||||||||||||||||||||||
85 | 2 | 6 | 3:00-3:15 | 15 | Break | Breaks | ||||||||||||||||||||||
86 | 2 | 6 | 3:15-4:15 | 60 | Outreach Sprint | Rep outreach | Independent Work | |||||||||||||||||||||
87 | 2 | 6 | 4:15-4:45 | 30 | Lead cycle: from inbound to account management | Company Information/Research | Front Line Manager | |||||||||||||||||||||
88 | 2 | 6 | 4:45-5:00 | 15 | Daily recap via common communication channel | Kick-off/recap | ||||||||||||||||||||||
89 | ||||||||||||||||||||||||||||
90 | 2 | 7 | 8:45-9:00 | 15 | Daily kick-off | Kick-off/recap | Front Line Manager | |||||||||||||||||||||
91 | 2 | 7 | 9:00-10:00 | 60 | Closing process and objections presentation | Sales training | Front Line Manager | |||||||||||||||||||||
92 | 2 | 7 | 10:00-10:45 | 45 | Manager Outreach Sprint | Manager/rep outreach | Front Line Manager | In this session emphasize multiple channels at the same time per account and logging it correctly in the CRM | ||||||||||||||||||||
93 | 2 | 7 | 10:45-11:00 | 15 | Break | Breaks | ||||||||||||||||||||||
94 | 2 | 7 | 11:00-12:00 | 60 | Product Training Review | Product training | Front Line Manager/Product Manager | |||||||||||||||||||||
95 | 2 | 7 | 12:00-1:00 | 60 | Lunch | Lunch | ||||||||||||||||||||||
96 | 2 | 7 | 1:00-1:30 | 30 | Roleplays w/partner | Sales training | Front Line Manager | Frontline manager observes | ||||||||||||||||||||
97 | 2 | 7 | 1:30-2:30 | 60 | Outreach Sprint | Rep outreach | Independent Work | |||||||||||||||||||||
98 | 2 | 7 | 2:30-3:00 | 30 | Script memorization | Script | Front Line Manager | |||||||||||||||||||||
99 | 2 | 7 | 3:00-3:15 | 15 | Break | Breaks | ||||||||||||||||||||||
100 | 2 | 7 | 3:15-4:00 | 45 | Code of conduct training | Company Information/Research | Front Line Manager; HR |