I_Sell_To_Play_Golf

Field Account Executive

Creating a mentorship program and need advice

Hey War Room,

I am putting together a mentorship program at my company (Start Up with no defined mentorship process) between AE's and SDR's. Right now I would be leading it to about 2-3 SDR's to start.

My question is, what would be realistic metrics to show if it is successful or not?

The focus would be around professional development as well as company/role specific development.

If you have ever put something like this together, how did you outline what it looks like and what was successful/not successful?

🎈 Mentorship

🥎 Training

😎 Sales Skills

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brotato

WR Lieutenant

Head of Sales

Saw Belal post this on LinkedIn before. It's a pretty good SDR career growth guide:

https://docs.google.com/presentation/d/1AWpfY5Hyu54R5IEpGEjVN6CnZnMkNiP95lMiixTwzhs/mobilepresent?slide=id.g35f391192_00

I_Sell_To_Play_Golf

Valued Contributor

Field Account Executive

this is dope, thanks for sharing! I can probably craft something off of this

amyhyoung

Politicker

Vp ops

I’ve founded a non profit mentorship program before (not sales specific but all business focus).

It’ll depend on how you structure the program, the goal of the program. E.g. Are people matched and then expected to develop that relationship organically or do you require them to meet up once a month, and there’s specific agenda?

Some generic metrics to help you think through it can include: how many people participate out of whole sales team, % of mentors/mentees who meet up and # of times, send some kind of survey asking about value add (mid point check in and at the end), if you host events (e.g. trainings, panels, etc), the # of people who attended).

just make sure they tie back to the goal of your program though.

I_Sell_To_Play_Golf

Valued Contributor

Field Account Executive

this is solid, we are basically (starting out) matching an AE (right now me) with 2-3 SDRs and then expected to meet somewhere between once a week or biweekly.

justatopproducer

Politicker

VP OF SALES -US

I would ask higher management what they believe will show progress and success in terms of metrics.. And you can build a program around those metrics.

I_Sell_To_Play_Golf

Valued Contributor

Field Account Executive

That's a good idea as well, thanks!

Salespreuner

Big Shot

Regional Sales Director

How many get promoted with your framework vs how many do without it. May be a good metric that way?

I_Sell_To_Play_Golf

Valued Contributor

Field Account Executive

I was thinking about this as well, probably be one of them but also trying to think of how to show success along the way.

Promotion is the ultimate goal, but how do we show the micro successes along the way

Salespreuner

Big Shot

Regional Sales Director

Yes indeed. Glad that it resonated

softwaresails

Politicker

Sales Manager

I think the best way to tell if a program like this is successful or not is to ask those that are participating in the mentorship program what their thoughts on it are.

Create quick, anonymous surveys that you can send to them throughout the program to get updates on what those participating think about the program and make adjustments as needed.

I_Sell_To_Play_Golf

Valued Contributor

Field Account Executive

this is a good idea, thanks!

JuicyKlay

Celebrated Contributor

Why do you need specific metrics? What's the end goal here?

I_Sell_To_Play_Golf

Valued Contributor

Field Account Executive

metrics might be a bad term here, more my manager wants me to put a proposal together and part of it is how will we show that the program is successful at actually helping the mentees.

JuicyKlay

Celebrated Contributor

I see what you're saying now. It could be as simple as the amount or percentage of reps that get promoted to AE in the program vs out of the program and the amount of months it takes to get there.

JuicyKlay

Celebrated Contributor

You could also track net new business generated by SDR's that went through the program to become AE's vs AE's that have just always been AE's.

I_Sell_To_Play_Golf

Valued Contributor

Field Account Executive

Yeah that was what I was thinking, or at least along those lines. Also thinking of quota attainment vs those not in the program or something like that

Mikey

Politicker

Senior Regional Director

@I_Sell_To_Play_Golf Curious on your update here. I also am creating a mentor program. However, it's a bit different than yours. I'm looking to create a program for BDRs and AEs. Looking for any guidance on a program pairing entry level sales reps with tenured AEs with a goal to help them develop faster while creating a contact within the sales org that can help them develop over time.

I_Sell_To_Play_Golf

Valued Contributor

Field Account Executive

Hey Mikey, sorry for not seeing this earlier. We are about 2 months into our new mentorship program and it is going pretty solidly.

We have it set up with an AE paired with and SDR and we meet twice a month to work on sales skills, career development, and as somewhat of a vent session if needed.

I believe the SDR I am mentoring is getting value out of it, he has become the top SDR on the team and is starting to make the moves to get promoted to AE

Mikey

Politicker

Senior Regional Director

@I_Sell_To_Play_Golf . No worries! I'm working on developing a plan for our entire sales org. Is there specific criteria for each meeting that is delivered ahead of time? I'm thinking about having a kickoff meeting the first friday of each month where the mentor and mentee meet for coffee in person (or virtually) and we provide some sort of stipend and a follow up session or call later that month. I would love to get a little more depth into exactly what the criteria for you looks like or has looked like?

CuriousFox

WR Officer

🦊

How's it going?

Jigawatt

Opinionated

Sales Engineer

Do you have SE's? If you do, then maybe consider including your SE chain?

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I_Sell_To_Play_Golf

Creating a mentorship program and need advice

21 comment

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