What do you like best?
A few things:
1) it's easy to use (i.e. set up programs, quizes, etc.)
2) it's a great way to inspect that reps are learning and going through the knowledge that we have provided. It also makes sure that reps can't provide the regular excuses around "I didn't know that info existed" or "I didn't know where the materials were" etc. If reps go through all of our onboarding programs and quizes and aren't performing then we know it's not a knowledge issue
3) It makes on-boarding new reps A LOT easier because there's an easy way to build checklists for them to complete as they go along and it allows the manager to spend 1-1 time with very valuable things rather than mundane/repeitive tasks
4) That it's built right in SFDC - makes it EXTREMELY easy for reps to adopt
5) The support from staff. Becca has been fantastic and goes above and beyond to help. She has passion and it shows! Thank you Becca
What do you dislike?
A few things:
1) I wish we could add, delete, or change questions & steps of programs while the program is already live. Right now we have to clone the program and call it V2 or V3 which is messy and annoying. It's because of data but I wish they could figure out the "data" part because I have some programs which no one has completed because there's a few steps that we decided to not enforce and can't delete those steps
2) As far as I know you can only order tasks by the day it's set. I'd like to have the ability to label each on-boarding step by both category AND date, and allow the rep to sort the tasks by either of those categories
3) Honestly - it does take time/commitment to do. It is easy (thank God), but it takes time to make quality programs. I personally just don't like doing the work (it's just not what I enjoy) so we hired someone to take it over...someone who actually likes doing this stuff. If you like building these kinds of programs you'll enjoy the act of building programs; if not, at least it's easy to use so the pain is minimal.
Recommendations to others considering the product
Analysis paralysis will kill you - so don't worry about making it perfect. That being said, putting out a "half-a**" program is even worse. So here's my suggestion: get programs out the door that are small - you can always add to them later. A small program with quality is MUCH BETTER than a large program with crap. So go for more smaller programs with quality than larger programs that will delay you and risk the value that reps see.
When doing on-boarding we break our on-boarding into 2 week sections. First 2 weeks, weeks 3 & 4, weeks 5 & 6 etc. The feeling of accomplishment is good and 2 week chunks aren't intimidating. It's also easier to create/launch these smaller programs, and easier to make iterations.
What business problems are you solving with the product? What benefits have you realized?
1) A lot of manual time spent on customizing 2, 4, and 8 week on-boarding plans for reps (we used to not even have a structured plan - it was more of "sit on as many calls as you can"
2) On-boaridng steps would constantly be missed due to lack of process
3) When we taught reps new things (we have weekly training) we had no way to inspect whether the reps A) paid attention and B) learned or retained the informaiton
4) Ramping reps took FAR too long (won't admit how long because I'm embarrased)
1) We cut down manual time spent substantially (can't give an accurate number of hours but since we've doubled our sales team it's been a life saver. That being said we have even more to cut)
2) We have certified all of our reps on buyer personas, and rolled out initial on-boarding programs, which has made a huge difference in ramp time. Last quarter we had 3 reps close their first deals within their first 90 days which has never happened before
3) Our BDR team has adopted it alot, but I can't speak to their results
More to come!