mistamor

VP of Sales

Continuing Education for AEs

I'm curious how you (Sales managers, VPs of sales) handle your AEs' continuing education regarding demo improvement. Do you have tests? is it simply an on the fly Q&A session with an AE?

and curious, for all of you AEs, what are your thoughts on having some sort of continuing education? Besides 1n1 coaching, what do you think would be helpful in terms of being "Tested" on demo knowledge?

🥎 Training

🧢 Sales Management

📣 Demos

10 comments

Sort by:

UrAssIsSaaS

Arsonist

SaaS Eater

I would join calls and shadow once a week min and deliver feedback/coaching based on what I saw there. I would also spend 1/2 of our weekly 1-1 training on whatever KPI was holding the AE back.

Secondly I worked closely with our training and enablement team to run 1x weekly trainings for the whole team based on the issues I notice from the calls I am joining. Its worked out pretty well up to this point.

ChunkyButters

Tycoon

AE Here:

Our demo's are recorded in Gong and my manager reviews 1-2 every couple weeks and adds notes into the call recording for each rep. If struggling with a particular aspect, schedule a couple dry runs with manager.

We have quarterly slide reviews to understand what parts of the deck are being received and where we can cut the fat in presentations. Helps add new talk tracks when hearing other reps demo presentations.

Just added competitor trainings as well to combat competition during demos. We will review talk tracks, demo recordings we have, etc.

mistamor

Opinionated

VP of Sales

Thanks for your feedback. So nothing officially documented on a Notion or some sort of "quiz" ? Would you think that would be helpful btw?

ChunkyButters

Tycoon

No formal quizzing, but the Gong calls are "graded" to see where we can improve. We do keep notes from all our group sessions in google docs or a relevant location. The team also holds each other to a higher standard, so if you show up without showing improvement they'll start to grill ya.

Diablo

Politicker

Sr. AE

I am not a Manager but what we do id 1-on-1, shadow not just with managers but colleagues as well where we take some time to discuss what went well what didn't. We use to do some quiz but that isn't much helpful. Rather we do practice demo on particular topics.

Smithy

Politicker

Director of Sales

I think this is where having a good relationship with Sales Enablement can be very useful.

I know you said demo improvement, but only looking at the demo could also lead you to uncovering other trends like qualification quality or running the demo like and onboarding call to show everything rather than to suit the value add/pain point solve.

I would work with Sales enablement if you can, on alone, to look for trends in deals lost, deals won. those differences. It's also useful to break your team/org into tiers like A/B/C players and compare/contrast the differences in tiers that might give a bit of a roadmap.

When you see trends with groups of people then they can be trained together and buddy up to continue the education outside of the 'classroom' which makes it all stickier. Individual training sounds great, but it's exceptionally time intensive, but, also, giving everyone the same training is almost always going to miss the mark for a group of your org.

Blackwargreymon

Politicker

MDR

We have quarterly slide reviews to understand what parts of the deck are being received and where we can cut the fat in presentations. Helps add new talk tracks when hearing other reps demo presentations.

Clashingsoulsspell

Politicker

ISR

I would join calls and shadow once a week min and deliver feedback/coaching based on what I saw there. I would also spend 1/2 of our weekly 1-1 training on whatever KPI was holding the AE back.

CuriousFox

WR Officer

🦊

On top of all of the other bullshit I have to do?

MR.StretchISR

Politicker

ISR

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

mistamor

Continuing Education for AEs

10 comments

Related posts

How Much Training For BDRs?

What's tougher - SDR's Job or AE's Job?

Continuing Education - Any certificates that will help with Enterprise Sales and growth?