The Influential Communicator

[EP.72] How to Create a World Class Sales Onboarding Program with Whitney Newman of Databricks

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How to Create a World Class Sales Onboarding Program with Whitney Newman of Databricks;


Alright, we need to talk about sales onboarding programs. 

In some organizations they can feel like a cookie cutter box-ticking exercise, leaving new reps with the inability to truly make their mark once they have a quota attached to their name.

On the other hand, we have high impact sales onboarding programs that actually work…

I’m talking about the ones that ramp up reps in record time, create high engagement and generate a long lasting transformation.

So, how can you see more of the latter in your company?

Enter Whitney Newman, the Head of Sales Enablement at Databricks. 

She's a rockstar when it comes to creating world-class onboarding programs, and she’s here to let us in on the nitty gritty on how to do it right.

Let’s get it!


WHAT WE DISCUSS:
  • [1:17] - Who is Whitney Newman?
  • [6:49] - Whitney’s insights on creating a new sales onboarding program from scratch
  • [8:20] - Essential skill sets for sales onboarding
  • [15:20] - Whitney's metric for determining onboarding success
  • [16:22] - Deciding on the length of an onboarding program
  • [18:00] - Managing leadership's expectations for ramp time
  • [19:41] - Determining who is responsible for creating the content and modules for the training
  • [23:41] - Whitney's thoughts on recording training sessions and using an LMS
  • [25:44] - How to create a training that serves both new and seasoned reps
  • [29:41] - Whitney's methods for measuring the effectiveness of an onboarding program
  • [36:41] - How often to revisit training to ensure ongoing success
  • [36:48] - An influential communicator Whitney looks up to today


    • VALUABLE INSIGHTS AND KEY TOPICS:
    • How to design a tailored onboarding program that achieves success for both the individual sales rep and the company as a whole
    • The significance of identifying the core sales skills required to onboard reps faster
    • How to develop an effective training program that caters to the needs of both new and experienced sales representatives


      • NOTABLE QUOTES:
      • [28:37] - “The more that we learn and the more that we think we know, we end up realizing how little we know because there's so much depth in every topic.” - Ravi Rajani


      USEFUL RESOURCES & LINKS:

      Databricks Website: https://www.databricks.com/

      Connect with Whitney on LinkedIn: https://www.linkedin.com/in/whitneynewman


      Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast

      Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

      Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani

      Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0


      ADDITIONAL RESOURCES:


      [FREE SCRIPT]

      Discover how to craft a magnetic 45-second elevator story:

      https://www.theravirajani.com/yourelevatorstory


      Hire Ravi for a keynote or storyselling workshop for your sales team:

      https://www.theravirajani.com/speaking


      Learn more about Ravi's Storyselling Bootcamp:

      https://www.theravirajani.com/thestorysellingbootcamp




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      The Influential CommunicatorBy Ravi Rajani
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