Training methods in GTM & RevOps
Explore how SaaS sales ramp time soared & effective training methods to shorten it, enhancing productivity & revenue growth in our latest blog.
A recent report by the Bridge Group shows that more than 63% of SaaS businesses had a ramp time of above 5 months! That means a rep was fully effective just after 5 months. That is a long time.
What you see below in the graph is that ramp times have increased by around four times in the last decade.
Source: The Bridge Group
The report doesn’t discuss the reasons for the increase. There are sure many reasons for that but we think the main drivers are:
Product offerings have become more larger and complex
Most sales involve more stakeholders and industry expertise
Internal processes are becoming more complex
Now, the paradox is that with all this new technology our life should have become easier and not more complex. The thing is it has sure become easier but at the same time we have the option to do much more. Creating more work and complexity.
Manoeuvring this complexities requires good enablement. With good training we can make our team more effective. In terms of ramp time, we can reduce the duration with better training.
So this episodes is about training methods. Those can be used for onboarding purposes to reduce ramp time but also for continuous education.
Table of Contents
Training methods in GTM & RevOps
You will most likely apply a mix of different training methods within your training. Mixing different training methods increases the amount of team members that will benefit from the training as people have different learning needs.
Presentation
This method involves a trainer delivering information to learners, typically in a lecture or seminar format. It's effective for introducing new concepts or providing detailed knowledge. The use of visual aids, such as slides or videos, can enhance engagement and aid in the retention of information.
Role-playing
Role-playing is an interactive method where trainees act out scenarios relevant to their roles. Imagine a mock call session between BDRs and the BDR manager. This approach is particularly beneficial for developing soft skills like communication, problem-solving, and conflict resolution. It allows learners to practice and refine their skills in a controlled, low-risk environment.
Job Rotation
Job rotation involves moving employees through a variety of positions within the organization. This exposes them to different aspects of the business and enhances their overall understanding of the company. It's an effective way to develop a more versatile workforce and identify potential areas for employee growth. It is a popular method with traineeships and internships. The goal is usually to have the talent stick with the company for a long time.
Shadowing
Shadowing allows an employee to learn by observing a more experienced colleague. It is particularly useful for understanding specific job roles and workflows within the organisation. This method provides real-time learning opportunities and can be a powerful tool for on-the-job training.
Gamification
Gamification incorporates game design elements into training to make learning more engaging and interactive. Elements like points, badges, and leaderboards can motivate learners and encourage friendly competition.
This approach is effective in both e-learning and in-person training environments. For example, there is softwares that simulates a horse race. The more calls reps make, the faster their horse is progressing. Leading ultimately to a winner.
Third Party Training
This method involves external professionals or organisations to deliver specialised training. It's an excellent way to bring in expert knowledge and fresh perspectives. Third-party training can cover a wide range of topics, from technical skills to leadership development.
You use third party training when you lack the skills in-house or you need to execute fast.
Case Studies
Using real or hypothetical scenarios, case studies offer a deep dive into specific situations relevant to the trainees’ roles. They encourage critical thinking and problem-solving, and help learners apply theoretical knowledge in practical contexts. Discussion and analysis of these cases foster a deeper understanding of complex business issues.
Simulations
Simulations replicate real-world scenarios in a controlled environment. They are particularly useful for technical or crisis management training, where hands-on experience is crucial. Simulations can range from computer-based models to full-scale role-plays, offering a practical learning experience without real-world risks.
Doing practice assignments in the Salesforce trailhead sandbox environment is a perfect example of a simulation.
Coaching
Coaching involves a more personalised approach, where an experienced individual guides a learner in developing specific skills and achieving goals. This method is highly effective for personal development and addresses individual learning needs. Regular feedback and one-on-one sessions help build confidence and skills in a focused manner.
AI coaching 🤖
Now there are new coaching methods that were unavailable before AI. The new AI coaching methods allow for cost effective and high quality training methods. Here are a few options.
Live call assistant
With a live call assistant your reps are getting coaching live during a call. The AI technology will analyse the call and give feedback in real time. It can provide a resolution for an objection, remind the seller to ask a certain question, or recommend to change the tone of voice. This technology allows us to identify what best selling reps are doing and apply it instantly to others.
Specific AI feedback
AIs are also very good at giving tailored feedback. They AI would analyze all the calls of a specific rep and compare it with best practices of other reps. Giving specific feedback what a specific rep should continue doing and which areas can be improved. This is very powerful as such a manual comparison would have required a lot of time and a very talented trainer.
AI role play
AI can also be used for role play like mock calls. The benefit of using mock calls is that we don’t burn real leads and the additional benefits of AI mock calls is that AI can take objectively the perspective of a client. You can use your ideal customer profile (ICP) and buying person to create the perfect training partners. A final benefit is that you can compare the performance of individual reps better.
Tailor training to different learning needs
Why do so many students dislike universities? Because they offer a one sided learning method and apply standardised testing. There is plenty of research on this topic showing that it limits the potential of students.
Most universities are still applying these methods as the alternatives described above would be too expensive at their scale. In addition, they need a simple way to compare students. Their focus is on quantity over quality.
But, you are not a university. You are a for profit business that wants to maximise revenue and increase profits. You don't have the luxury to ignore the learning needs of your staff, nor can’t you hire an infinite amount of people and hope for the best. The cost of hiring and onboarding employees is high. So you have to be smart on how you up skill your workforce.
You have to apply different training methods to maximise the effectiveness of your training program that has the biggest impact on your team.
Revenue Wizards is a hands-on Revenue Operations Consultancy for growth companies focusing on efficiencies. We provide GTM & RevOps support with the goal of Revenue growth, GTM cost reduction, and Profitability. You can learn more about Revenue Wizards here.
Zhenya Bankouski is Co-Founder and Revenue Operations Partner. You can follow him on LinkedIn 🔔 where he posts regularly with practical advice on building efficient RevOps teams and truly data-driven organizations.
Haris Odobasic is Co-founder and Revenue Strategy Partner. Enjoys bringing strategy to life with RevOps.