Taming the Chaos to Focus on Growth

Beth Allen & Kristin Kelly

Learning & Enablement

Viewpoint

Viewpoint Construction Software

Transforming the construction industry with

integrated construction

accounting and project

management software and

solutions.

• Founded in 1976

• Focused on growth• Numerous acquisitions

• Acquired by Trimble in 2018

• Currently:• 800+ employees worldwide

• 8000 customers worldwide

• Portfolio of 10 products:• 127 product releases in 2018

• 72 product releases in 2019 YTD

3

Our Sales Enablement Journey

April 2017

100 learners

August 2017

Our Sales Playbook combined with the MindTickle platform established a foundation for

growth.

4

Our Sales Enablement Journey

April 2017 Oct 2017 20192018

100 learners

August 2017

Sales Communications

Who, in your organization,

needs to communicate with

sellers?

Seller

Professional

ServicesCRM Team

Pricing Team Learning &

Enablement

Marketing

LEGALSales OperationsFinance

Product Team

Sales Engineers

• CRM Team• Professional Services• Pricing Team• Learning &

Enablement• Sales Engineers• Marketing• Legal• Product Team• Sales Operations• Finance

SellerSales

Enablement

Video + Summary + Quiz Questions

2 minutes!

Plus:• Bloopers• Links to content• Gamification

Sales Communication Success

Weekly Sales Communications Completions August 2019

New Logo Sales Team (NA) – 93%

Customer Sales Team (NA) – 90%

APAC/EMEA Sales Teams – 45%

July 15 commsNA Sales

95% completion

Team completion

data reported monthly

We’ll see you on Viewpoint U!

Sales Onboarding

Sales Onboarding JourneyRamp Plan & Sales Certification

DAY 1 - 30

DAY 31 - 60

COMPLETE SALES ONBOARDING• Participation in Sales Bootcamp• Hands-on product training to build demo

capability• Shadowing• Demo Assessment (Insight Pitch + Demo)

QUOTA EXPECTATION: 25 %SALES ONBOARDING PROGRAM• Daily Check-ins• Primary training in Viewpoint University• Viewpoint Way & Construction Industry• Product introduction & prereqs

QUOTA EXPECTATION: 0 %

• Dedicated sales activity• Coaching by manager• Ongoing training • Analytics to track pipeline growth, sales

activity, demos conducted, and quota attainment

QUOTA EXPECTATION: 80+ %

SALES CERTIFICATION EVALUATION

• Dedicated sales activity• Additional product training• Coaching by manager

QUOTA EXPECTATION: 50 %

DAY 90 – 120+

DAY 60 - 90

New sellers get indoctrinated to Viewpoint University – for their training, practice, &

communications – setting them up for continued success.

Sales Onboarding Program Success

• Program successfully scaled with influx of hires in 2019

• New sellers are having success sooner!• Conducting own demos 3x more• Faster at booking first deal (60% faster

since 2017)

NA New

Sellers*

#

Completed

Onboarding

# Days Avg

First Booked

Deal

# Days Avg

2017 9 -- 130

2018 12 53 97

2019 YTD 70 69 53

*Does not include SDRs, non-quota-bearing roles, and termed new

hires

“Viewpoint’s

onboarding program is

world-class.”

-Customer seller

"“[The onboarding program was] very in-

depth! I was happy to have all the support.

…this was the best training program I've

been through on a sales team.“

-New Logo seller

Quarterly Sales Plays

ChaosRelease Calendar

E-mail updates from Product

Every. Single. Time.

Release Slot Plan

Month 1 Month 2 Month 3

Quarter

• 1 Major Release Per

Sales Team

• 1 Major New Product

Introduction per

Sales Team

• 1 Major Pricing

Change Per Sales

Team

• Release Updates

• Pricing Updates

Quiet period to allow

for focus on selling

Release Slot Plan

Q1 Q2

Marketing

Pricing

Product Marketing

Sales Operations

Cross-Functional Go-to-Market Team led by Sales Enablement

Month 1 Month 2 Month 3

• 1 Major Release Per

Sales Team

• 1 Major New Product

Introduction per

Sales Team

• 1 Major Pricing

Change Per Sales

Team

• Release Updates

• Pricing Updates

Quiet period to allow

for focus on selling

Quarterly Sales PlaysAlignment Drives Action

• Areas for sellers to focus

• Driving higher close rates, increased pipeline, and skill development

• Plays:• Skill plays

• Product plays

Quarterly Sales PlaysAlignment Drives Action

Skill Plays

Missions:• Sellers can watch peer

submissions

• Reviewed by managers or peers

• Rubric for reviews

Product Plays

• Product Play – by Team or Region• Video-based training on MindTickle

• Aligned with Marketing Campaigns

• Enablement “kit” on our Content Management tool

• Seller facing tools (competitive intel, objection handling)

• Buyer facing tools (sales sheets, pitch decks, case studies)

Sales Play Success

We continue to refine planning, execution, and reporting

In Q3, 2019:

• Training compliance - 87% globally

• 90-day pipeline increased by 215%

• Every seller regularly performs their own demos in the first call

25

Our Sales Enablement Journey

April 2017

100 learners

August 2017 Oct 2017 20192018

Added Sellers through Acquisition

Expanded to all customer-facing teams

550+ learners

And of course, bloopers!

Q&A