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SALES ENGAGEMENT


The Key to Ramping New Reps Faster MAX ALTSCHULER


In many sales orgs, onboarding, training, and ramp- ing new reps is tedious for everyone involved. At Outreach, though, it’s a breeze. As the leader in the sales engagement space, we have a ton of experi- ence acquiring new reps – and have developed a system that ramps reps faster: The Agoge Tribe.


The gogi-what? More on that in a minute. An underrated aspect of a strong sales engagement strategy is the ability to ramp reps much faster than ever before. Above all, ramp- ing starts with process. Without a repeatable, replicable process, it’s almost impossible to ramp or fore- cast ramp time of new reps. A solid sales engagement strat- egy not only allows for the creation


of an easy and controlled process; it also provides the necessary metrics and oversight to train and coach best practices that you are 100 percent sure are actually best practices.


THE BEST PROCESS FOR RAMPING NEW REPS The Agoge Tribe is the easy and controlled process every sales team needs. Seasoned SDR manager Sam


Nelson, who introduced this method, has ramped every new rep at Outreach for the past two years. He reports: “I am convinced that being an Agoge leader is the most fun job in tech.” The concept comes from ancient Sparta. When new recruits would come up to join the warriors, they would all be put into one group where they trained and graduated with one another to become war- riors. This one group was called the Agoge. So, yes, we are suggesting you treat your SDRs like ancient Greek warriors. It works. The proof is in the data.


A PROVEN SALES ENGAGE- MENT STRATEGY


The very first Agoge team (despite being one of the least experienced SDR classes yet) came in and shat- tered previous records: 243 percent of


SELLING POWER AUGUST 2019 | 31 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


AARISHAM / SHUTTERSTOCK.COM


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