Was there ...

Question

Was there any sales process training or methodology taught during ramp or SKO?

Current Employee · Accepted Answer

The only proven method of success for sales reps long term is to sell and learn and sit in-office. The failure rate of remote reps — hotshot, enterprise, shiny resume AEs — is incredibly high. At the moment, precisely zero remote reps (excluding legacy employees that were with one of of the pre-merger companies) are above 50% quota attainment YTD. They also make up nearly 100% of the reps that have been fired. These are good sellers, but it is a difficult "product" to learn against client needs. A data deluge of trainings, videos, "battlecards," etc. is probably the opposite thing reps need to focus on, but it is increasingly the focus.

Former Employee · Answer

John Barrows (JB Sales) was a training used
Challenger Sale
MEDDPICC
Use of Gong to support understanding current sales

Former Employee · Answer

They offered deal reviews from other reps and virtual MEDDPICC training but the top answer here is right on point with the situation at Lightcast. A small percentage of the enterprise reps have been in seat for a decade or more. They continue to hire external reps into the Ent AE positions rather than promoting from within. Everything in Enterprise is segmented by strategic accounts. If you want to do well here you should start as a commercial AE - lots more flexibility and deal variability and many more accounts to target.

Notifications

Lightcast

RepVue Score

0

Lightcast

71.51

Anonymous Q&A

Was there any sales process training or methodology taught during ramp or SKO?