Why Change Selling Blog

In my previous post, How Much Does a Whiteboard Story Cost to Create?, I discussed the cost elements associated with developing various types of whiteboard story.

Microsoft PowerPoint has been installed a billion times on Mac and Windows systems since launching in 1990. With an estimated 95% market share of the presentation market and more than 500 million users, Microsoft PowerPoint is a behemoth in the market and their collective competitors, mere minnows.

Recently I attended a Sales Hacker forum and one of the questions from the group was “We have a very complex product, it takes 12-18 months for salespeople to become fully productive, how can we reduce the time it takes to get salespeople up to speed?”

The answer to this question takes more than a few minutes and it varies, depending on the complexity of the product and the learning culture of the organization.

But ramping new hires quickly in a SaaS business is key to accelerating business growth.

Part 1 of this two-part blog post examines the causes of the slow sales ramp and explores ways to reduce it.