The impetus for this company comes from my last three jobs, two as a sales manager and the last as a frontline seller for a fortune 50 Hardware / Software company. This company has all the money and resources in the world but this is an example of having too much information. What I needed was a cheat sheet to separate what people thought was important from what was actually closing business. I had peers who were as new as I was and marketers who had never sold guiding me down an onboarding process while my sales manager was doing his part to make his number. I didn’t really know when I was “done” with onboarding or if I had consumed what was needed.
As a sales manager at Ceridian – I knew exactly how hard it was to bring new sellers into the fold. I realized how difficult this process was when one of my new hires told me his experience was like the beginning of Saving Private Ryan and he was just glad he made it onto the beach. I had the need to do it right but I didn’t have the time. I instituted shadowing calls for peer reps or impromptu white boarding sessions to discuss the competition. But my biggest problem was getting best practices into ONE place so that my new hires had a place to turn when I wasn’t around.
Social123 gave me the startup bug but it also gave me the realization that access to Win data is the key to successful sales onboarding. The biggest question our reps received from the field was, “this sounds great but how would someone like me, in my industry use this solution – especially when we already use something similar?” If I could just provide them with a tool that had relevant use cases by industry, user, competitor, then I could answer the most basic of questions for them.
Therefore I created RampedUp.io. The extension is a bit neuvo but I like saying it stands for intelligent onboarding. The tool was inspired by automated content curation technology to generate easily consumable Win Stories. I remember the countless Brag Emails I wrote and received after a big win and thought what a wonderful vehicle to build a company around. Our tool will email a weekly Win Report to the field with the most recent win stories along with top news about your competition in a section called competitive edge. There is a leaderboard section to highlight the sellers getting the job done and build some internal exposure or competition.
I think the biggest knowledge gap that new sellers face is the applicability of how their product can solve the problems of their specific prospect. Every engagement is unique based on the industry, competition, buyer, or product. Without experience having sold your product, new sellers rely on the only resources available such as colleagues or training materials. This may be the right course of action – but it also might not.
RampedUp is designed to empower the new seller with intelligence about similar wins in similar circumstances. RampedUp will automate the communication process that sales managers provide after a big win with data directly out of the Salesforce.com. These Win Stories will be stored in a searchable database called a Win Vault. The Win Vault will be placed inside of Salesforce.com to proactively provide the relevant Wins to the new seller on the Lead / Account / or Opportunity page. The result is a narrative about a peer seller that was successful in a similar environment specific to that opportunity.
This intelligence will separate the speculation from the best practice in the form of Win Stories. RampedUp will also provide a tab called Game Plan – that will provide the tactics needed to progress the sale to the next stage based on universally accepted best practice. This is a way for new sellers to get inside of the mind of your A players and replicate their actions. RampedUp will also provide a Kickstarter tab that acts as a new hire checklist. This will help the company standardize the new seller ramp up process.This knowledge transfer not only works for new sellers but BDR’s and underperforming reps as well.
It should be fun and impactful. There are some companies that cover onboarding for employees in general and sales enablement tools that repurpose content for new sellers. From what I can tell however, there isn’t a software company specifically designed to solve sales onboarding.