AE Ramp-Up & Onboarding Process

Week 1-2: System Setup & Fundamentals

  1. Onboard into HubSpot CRM:
    • Ensure AEs are set up in HubSpot with all permissions to access relevant pipelines, tasks, and dashboards.
    • Provide training on using CRM dashboards to track daily activities, pipeline stages, and deal progression.
  2. Daily Activity Tracking:
    • Target: AEs should aim for 30-50 outbound calls per day.
    • Log every call in the CRM, ensuring accurate notes and next steps are recorded.
    • Follow-up Emails: After each call, emphasize personalized follow-ups, avoiding templates. Tailor emails using specifics from conversations.
    • Track all emails in HubSpot and link them to associated deals.
  3. Task Management:
    • AEs must create follow-up tasks for every call and email.
    • Log completed tasks in HubSpot to ensure every touchpoint is recorded.
    • Goal: Ensure that no follow-up or next step is missed.
  4. Product & Market Training:
    • Provide in-depth product training so AEs can confidently pitch solutions.
    • Conduct role-plays to simulate real-world selling scenarios and client objections.

Week 3-4: Pipeline Management & Deal Progression

  1. Review and Organize Pipeline:
    • Work with AEs to review current leads and opportunities.
    • Set realistic next steps for each deal and ensure every lead is moved through the pipeline systematically.
  2. Mid-Funnel Focus:
    • AEs should focus on advancing mid-funnel deals by scheduling follow-ups and proposing next steps.
    • Review mid-funnel deals regularly to spot bottlenecks and coach AEs on how to advance these deals.
  3. Dashboard Tracking:
    • AEs should review their performance in HubSpot dashboards daily:
      • Activities Dashboard: Number of calls, emails, and tasks.
      • Pipeline Dashboard: Deals in various stages, close dates, and last contact.
      • Forecast Dashboard: Expected deal closures and forecast probability.
  4. Manager Check-in:
    • Weekly 1:1s with the manager to review activity and deal progression.
    • Discuss areas where AEs need additional support or training.
    • Provide feedback on their call effectiveness, email personalization, and deal management.

Week 5-6: Deal Strategy & Closing Skills

  1. Bottom-Funnel Focus:
    • Analyze deals in the bottom funnel, focusing on closing strategies.
    • Coach AEs on handling objections and negotiating terms to move deals towards closure.
  2. Track Closing Activities:
    • Each closing activity (e.g., proposal sent, contract negotiations) should be logged in the CRM.
    • Encourage frequent updates on the “Next Step” field in HubSpot for clear deal management.
  3. Deal Huddle Sessions:
    • Conduct weekly huddles to review stalled deals or challenging accounts.
    • Provide guidance on re-engaging prospects or restructuring deals.

Week 7-8: Performance Review & Continuous Improvement

  1. Performance Review:
    • Use the following KPIs to assess the AE’s progress:
      • Activity Volume: Number of calls, emails, and tasks completed.
      • Pipeline Movement: Deals progressed through stages, closed deals.
      • Deal Size: Targeting average deal size of $30K, monitor alignment with company goals.
      • Sales Cycle: Track how well they are moving deals within the expected 2-4 month cycle.
  2. Provide Feedback & Adjustments:
    • Review dashboards in HubSpot with AEs to highlight areas of success and those needing improvement.
    • If AEs are behind target, adjust their approach to calling, emailing, or managing deals.
  3. Advanced Training:
    • Offer advanced sessions on negotiation skills, objection handling, and leveraging CRM data.
    • Encourage AEs to actively participate in feedback sessions, offering their perspectives on what’s working and where they need more help.
  4. Manager’s Role:
    • Track each AE’s progress through HubSpot dashboards:
      • Pipeline Management: Evaluate how many deals are in each stage.
      • Engagement Levels: Number of tasks and activities logged.
      • Deal Forecasts: Assess the accuracy of forecasted close dates and probabilities.
    • Continue to offer coaching on improving email personalization and more efficient pipeline management.

Suggested Dashboards for Tracking

  1. Activity Dashboard:
    • Track daily activities such as calls, emails, and tasks.
    • Include filters by date and rep to monitor individual performance.
  2. Pipeline Dashboard:
    • Provide visibility into deal stages, next steps, and projected close dates.
    • Identify at-risk deals and bottlenecks where deals are stalling.
  3. Forecast Dashboard:
    • Track forecasted revenue, probability of closure, and deal progression.
    • Include metrics such as forecasted close date, deal stage, and next steps to monitor the health of the pipeline.
  4. Deal Progression Dashboard:
    • Analyze the time each deal spends in every stage of the pipeline.
    • Identify areas where deals may need more support to advance.

Conclusion

The AE ramp-up plan provides a structured approach for new Account Executives to hit the ground running. By focusing on key daily activities, such as outbound calls and personalized follow-ups, while effectively managing their pipeline and tracking their progress through HubSpot, AEs are set up for success. Managers play a key role by using dashboards and reports to monitor engagement and provide timely feedback, ensuring AEs grow into high-performing team members capable of closing large deals within the designated sales cycle.