We sit down with Christian Arrigo, Director of Sales Enablement @ Salt Security as we dive into his extensive experience with building and creating a sales enablement organizations from the ground up. You'll get to hear about his journey into sales enablement, as well as a framework he has used to help establish and build an enablement function.

Christian's LinkedIn Profile:

https://www.linkedin.com/in/christianarrigo/

Taylor's LinkedIn Profile:

https://www.linkedin.com/in/taylorscotto/

We sit down with Jill Bruno, Co-Head of Sales Development @AltiSales, as she dives into the art and science of how to onboard SDRs!

Jill Bruno's LinkedIn:

https://www.linkedin.com/in/jill-bruno-47b81855/

Taylor's LinkedIn:

https://www.linkedin.com/in/taylorscotto/

Follow, Subscribe, and Listen on your favorite channel:

Spotify:⁠https://open.spotify.com/show/1jRhgLe2a7IxCWOCVrp6pt⁠

Youtube: ⁠https://www.youtube.com/@therapidenablementpodcast⁠

LinkedIn: ⁠https://www.linkedin.com/company/the-rapid-enablement-podcast/

Rapid Enablement Podcast <> - July 02, 2024
Onboarding SDRs: A Critical First Impression @ 0:00

Jill emphasizes the importance of onboarding SDRs correctly, as it sets the tone for their entire experience with the organization. She stresses the need to manage expectations, make new hires feel valued and supported, and provide a structured yet challenging onboarding process.

⁠Onboarding Approaches: Smaller vs. Larger Companies @ 9:53⁠

Jill discusses the differences in onboarding approaches between smaller and larger companies. Smaller companies may have a more ad-hoc, flexible process, while larger enterprises tend to have a more structured, standardized onboarding program. She highlights the pros and cons of each approach and the need to collaborate with various stakeholders to ensure consistency and relevance.

Key Onboarding Principles: Expectations, Learning Styles, and Patience @ 16:43⁠

Jill outlines several key principles for effective onboarding, including setting clear expectations, accommodating different learning styles, and practicing patience and repetition. She emphasizes the importance of providing a roadmap for new hires and not assuming they know more than they do, even if they have prior experience.

⁠Jill's 30-60-90 Day Onboarding Framework @ 21:00⁠

Jill shares her detailed 30-60-90 day onboarding framework, which covers observing the team, learning the products and services, setting up reporting and KPIs, and gradually implementing and monitoring changes to drive continuous improvement.

⁠Assessing SDR Readiness and Providing Ongoing Support @ 27:47⁠

Jill discusses how to assess when an SDR is ready to start making calls, considering factors like time on the job, confidence, participation in training, and the types of questions they ask. She also emphasizes the importance of providing ongoing one-on-one support and coaching, even after the initial onboarding period.

In the kick-off episode, we chat with Mike Klein, Senior Director, Sales Strategy and Sales Operations @ClinAI as we discuss his experiences and career path from over 30 years building and scaling sales ops, enablement, and GTM functions at companies like Cisco, LinkedIn, Paypal, and OneMedical, while also at start-ups like Cloudinary, and his current role at ClinAI.

In addition, Mike shares the frameworks to consider on what make up a great Strategic Sales Enablement Plan.

Mike Klein's LinkedIn:

https://www.linkedin.com/in/1mikeklein/

Follow, Subscribe, and Listen on your favorite channel:

Spotify:https://open.spotify.com/show/1jRhgLe2a7IxCWOCVrp6pt

Youtube: https://www.youtube.com/@therapidenablementpodcast

LinkedIn: https://www.linkedin.com/company/the-rapid-enablement-podcast/