The Best Onboarding Process with Dan Grossberg of SevenRooms

Dan Grossberg jumped onto Sales Operations Demystified to share his knowledge and experience in Sales Operations and how to have a great onboarding process. Check out all the other episodes of Sales Operations Demystified here.

You can learn more about:

 

Tools Mentioned:

Key Takeaways

“I break and make things”

Dan’s Linkedin tagline does not state an inflated job title. It simply states his mantra: “I break and make things”.

At the start of the interview, he shares that this is a good way to describe the work we do in sales operations.

The single thing you’re probably missing in your onboarding process

All sales teams at SevenRooms move through a two-week onboarding process where the first week is consistent for any role: sales or not sales. Though in week two, all sales reps spend time within every other department in the organization:

  • With the CS team on calls with customers
  • Sitting with the product team
  • Sitting in marketing meetings

This gives the new sales rep a much greater understanding about what the business actually does and how the business helps customers… this will have a massive impact on their ability to interact effectively with customers when the time comes after the second week.

Automating the contracting process

Dan states that too many sales reps manually create contracts for each new customer they close… and yes the rep likes doing this as it means they are close to receiving their commission, but in reality… it is a waste of their time and they often send “out of date templates with the wrong address”.

Instead, at SEVENROOMS, Dan has fully automated this process from within Salesforce with the use of electronic signature software, saving his reps a significant amount of time… and sending more the right contracts with fewer errors!

Working with sales reps

When interacting with reps, Dan always starts with WIIFM (what’s in it for me?) and also tries to earn the reps’ trust early in the process whilst having empathy for their situation.

#1 metric: stage conversion

If Dan could only track one single sales metric for the rest of his career, he would choose stage conversion. This is the conversion through different stages of the sales process. Dan states that this is a valuable metric as it is versatile, as it can tell you whether a rep is performing well or needs coaching by looking at this metric split by rep. It can tell you about broader issues with your sales process such as whether you are priced correctly or are losing out on deals to your competition.

Biggest sales ops related influences:

Dan has three:

Subscribe To Sales Ops Demystified:

Quote:

 

Posted in
Logo Icon (White)@2x

Newsletter Signup

Share this article

Related Content

Using Feedback Loops to Drive Revenue Growth with Rusty von Waldburg, President and Founder at Spokes Group

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Rusty von Waldburg, President and Founder at Spokes Group, a consultancy in the SaaS Revenue space. Rusty brings twenty-six years of product and revenue experience to the conversation as he discusses different revenue touchpoints, including GTM strategies, improving market fit by implementing feedback loops, and creating targeted buyer personas. He also shares tips on tracking AE productivity and leading revenue metrics you need to monitor. Rusty also builds the persona of a typical high performer for the listeners, something to keep in mind when you hire.

The Four Pillars of Revenue Operations with Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful. Jake shares how the function of revenue operations (RevOps) has evolved over the past decade. He breaks down rev ops into four pillars and shares his experience in scaling tech companies from 220 million to over a billion in ARR. Jake also shares the benefits of pivoting to a six-month planning cycle while finding the right balance between planning and implementing.

How to Deliver Better Lifetime Value from Customer Insights with Rouzbeh Rotabi, Chief Revenue Officer

In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Rouzbeh Rotabi, Chief Revenue Officer and revenue leader at Orum, Marqeta and more. The free-flowing discussion pivots around staying engaged with your customers and using the insights to tailor your go-to-market strategy. Rouzbeh explains how feedback from customers and prospects can identify pain points that can be addressed with messaging and positioning. A quick caveat, they can vary from market to market. Lee and Rouzbeh also discuss implementing feedback loops and engagement metrics to identify risk and shape strategy. There’s a brilliant piece on leveraging revenue efficiently for sustainable growth, a paradigm shift from the growth at all-cost strategy—“Slow down to speed up.”