Recruitment / JD

Induction Process & Post Induction Hand Holding

Sales Support
Daily Activity Management
Performance Management

Recruitment
 Recruitment process should not be lengthy. Idea is to get the right candidate on
boarded within 30 days since identification.
Approximately 3 rounds should be sufficient with below context
 First line manager: Sales skills, number crunching / past performance,
previous experience checks (continuity and gaps etc), communication,
personality, problem solving, geographical knowledge, industry connects,
reference checks etc. About 30=45 minutes. Responses to be captured
on a spreadsheet accessible by all recruitment process stakeholders.
 HR Round: Behavioral skills, cross check with responses from first round,
CTC fitment, notice period negotiation. Responses to be added on
spreadsheet. Aptitude tests can be introduced at this stage.
 Senior Management: Final sign off on candidate fitment.
Ideal Candidate
 BDE: Salary range 7-10 Lacs, 3-5 years of B2B experience in similar
industry. Strong verbal, interpersonal and articulation skills. Basic
understanding of Engineering courses and languages. Post graduate in
any business stream preferred.
 BDM & [Link]: Salary range 12-20 Lacs, 7-10 years of B2B experience in
similar industry. Exceptional verbal, interpersonal and articulation skills.
Strong understanding of Engineering courses and languages. Post
graduate in any business stream preferred.

First round Within a week of initial screening

Second round Within a week of first round, not more than 10 days
Aptitude test Within 48 hours of second round
Final sign off and offer letter release Within 30 days of first interview

Recruitment sources: LinkedIn, job postings, references, natural markets. JD

available here

Induction Process
Objective: To equip new Sales Managers with the knowledge, skills, and tools
needed to succeed in their role and to ensure a smooth transition into the
company culture and [Link] essential for integrating new hires into an
organization. An effective induction program is crucial for integrating new
employees, boosting their productivity, and ensuring long-term job satisfaction
and retention. It sets the foundation for a successful employment journey by
providing the necessary tools, knowledge, and support from the outset.

Here are some key benefits:

1. Smooth Transition

 Familiarization: Helps new employees understand the company's

culture, values, and mission.
 Role Clarity: Clearly defines job roles and expectations, reducing
ambiguity.

2. Increased Productivity

 Skill Development: Provides necessary training and resources, allowing

new hires to become productive faster.
 Efficiency: Streamlines administrative processes, such as setting up
accounts and understanding workflows.

3. Employee Engagement

 Welcome and Belonging: Makes new employees feel valued and

welcomed, fostering a sense of belonging.
 Team Integration: Encourages early interaction with team members and
key stakeholders.

4. Retention and Job Satisfaction

 Reduced Turnover: Proper induction reduces the likelihood of early

turnover by addressing common new hire challenges.
 Job Satisfaction: Improves overall job satisfaction by ensuring
employees feel supported and informed.

5. Compliance and Legal Awareness

  Policy Understanding: Ensures employees are aware of and understand
company policies, procedures, and legal requirements.
 Safety Training: Provides necessary safety and compliance training to
prevent workplace incidents.

6. Enhanced Communication

 Open Channels: Establishes open lines of communication between new

hires and their managers or mentors.
 Feedback Opportunities: Encourages feedback from new employees to
continuously improve the onboarding process.

7. Alignment with Company Goals

 Strategic Understanding: Helps employees understand the company's

goals and their role in achieving them.
 Motivation: Aligns personal goals with organizational objectives,
enhancing motivation and commitment.

Example: A Real-World Scenario

Scenario: A new Sales Manager joins an EdTech company.

Without an Induction Program:

 The Sales Manager starts without a clear understanding of the

company’s products, sales processes, or team dynamics.
 It takes weeks to get up to speed, leading to frustration and potential
early turnover.
 Lack of immediate support and resources results in low initial
productivity.

With an Induction Program:

 The Sales Manager undergoes a 3-day induction program, including

detailed product training, meeting key team members, and learning the
sales processes.
 They feel welcomed, supported, and clear about their role and
expectations.
 Early interactions with mentors and team members foster a sense of
belonging and collaboration.
  They become productive faster, contributing to the team’s goals and
feeling satisfied in their new role.

Day 1: Introduction to the Company and Products

Morning Session: Welcome and Company Overview

1. Welcome Breakfast and Meet the Team (9:00 AM - 10:00 AM)

o Informal breakfast to welcome new hires.
o Introduction to key team members and executives.
o Brief company history and vision presentation by the CEO or a
senior leader.

2. Company Culture and Values (10:00 AM - 11:00 AM)

o Presentation on company culture, mission, and core values.
o Discussion on the importance of aligning personal values with the
company's values.

3. Company Structure and Departments (11:00 AM - 12:00 PM)

o Overview of the company's organizational structure.
o Introduction to different departments and their roles.
o Explanation of how the sales team fits into the larger picture.

Lunch Break (12:00 PM - 1:00 PM)

Afternoon Session: Product Deep Dive

4. Product Portfolio Overview (1:00 PM - 3:00 PM)

o Detailed presentations on each product or service offered by the
company.
o Discussion on the unique selling points (USPs) of each product.
o Q&A session with product managers.

5. Customer Segments and Market Research (3:00 PM - 4:00 PM)

o Overview of primary customer segments.
o Insights into market research and target demographics.
o Discussion on industry trends and competitive landscape.

6. Sales Tools and Resources (4:00 PM - 5:00 PM)

o Introduction to CRM systems, sales enablement tools, and other
resources.
 o Training on how to use these tools effectively.

Day 2: Sales Processes and Techniques

Morning Session: Sales Strategy and Planning

1. Sales Strategy Overview (9:00 AM - 10:30 AM)

o Presentation on the company's sales strategy and goals.
o Discussion on key performance indicators (KPIs) and success
metrics.

2. Sales Cycle and Processes (10:30 AM - 12:00 PM)

o Detailed walk-through of the sales cycle from lead generation to
closing deals.
o Explanation of sales processes, protocols, and best practices.

Lunch Break (12:00 PM - 1:00 PM)

Afternoon Session: Practical Sales Training

3. Lead Generation and Prospecting (1:00 PM - 2:30 PM)

o Techniques for identifying and qualifying leads.
o Training on effective prospecting methods and tools.

4. Sales Pitch and Presentation Skills (2:30 PM - 4:00 PM)

o Workshop on crafting compelling sales pitches.
o Role-playing exercises to practice sales presentations and elevator
pitches.

5. Handling Objections and Closing Techniques (4:00 PM - 5:00 PM)

o Strategies for addressing common objections.
o Techniques for closing deals and securing commitments.

Day 3: Integration and Field Training

Morning Session: Integration with Team and Processes

 Team Integration and Collaboration (9:00 AM - 10:30 AM)

 o Introduction to the immediate sales team and team-building
activities.
o Discussion on collaboration with other departments (marketing,
customer success, etc.).

 Administrative Setup (10:30 AM - 12:00 PM)

o Assistance with setting up email, calendar, and other necessary
accounts.
o Overview of administrative processes, reporting structures, and
documentation.

Lunch Break (12:00 PM - 1:00 PM)

Afternoon Session: Field Training and Real-World Application

3. Shadowing Experienced Sales Managers (1:00 PM - 3:00 PM)

o Experienced sales managers to share on field experiences &
success stories.
o Observe and learn from real-world experiences and sales
techniques.

4. Hands-On Sales Activity (3:00 PM - 4:30 PM)

o Conduct mock sales calls or meetings with team members acting
as clients.
o Receive feedback and coaching on performance.

5. Wrap-Up and Q&A (4:30 PM - 5:00 PM)

o Recap of the induction program and key takeaways.
o Open floor for any remaining questions or concerns.
o Setting goals and expectations for the first few weeks on the job.
o Handover of Laptops, VC, ID Cards, T-shirts & collaterals to all new
joiners.

Post-Induction: Follow-Up and Continuous Learning

 Weekly Check-Ins: Regular one-on-one meetings with the sales
managers to discuss progress, challenges, and development
opportunities.
 Ongoing Training: Access to continuous learning resources, including
online courses, webinars, and workshops.
  Mentorship or Buddy Program: Pairing with a senior mentor within the
company for ongoing support and guidance. Spend about a week on
field shadowing and learning.

Sales Support: Pitch Deck

A pitch deck is a vital tool to attract customers & is essential for effectively
communicating the business idea and engage the client. It should typically help
to:
Create a First Impression: A well-crafted pitch deck can make a strong first
impression, setting the tone for potential customers. It is often the first
detailed insight they have into a business idea.
Enable Storytelling: A pitch deck helps tell the story of the business in a
concise manner. It allows to articulate the vision, mission, and the problem
your business aims to solve.
Clarity and Focus: Enables to distil the business idea into its core components,
helping in clarity of thoughts and focus on the most critical aspects of the
business.
Visual Appeal: Visuals, graphs, and charts in a pitch deck can make complex
information more accessible and easier to understand, enhancing the overall
appeal of the presentation.
Guides the Conversation: Provides a structured format to present the
conversation, ensuring that all essential points are covered and allows to stay
on track during meetings.
Demonstrates Preparedness: A thorough and professional pitch deck
demonstrates to potential customers that homework has been done and are
serious about your business.
Facilitates Discussion: Serves as a basis for discussion, allowing potential
customers to ask questions and engage more deeply with the business idea.
Leave-Behind Material: After the presentation, the pitch deck can be shared as
a leave-behind document, giving stakeholders a reference to review and
consider in their own time.

Ideal Sales Pitch Deck Structure (10-12 Slides)

1. Title Slide
 Company Name
 Tagline
 Logo

2. Introduction
 Brief Company Overview: A short introduction to your company, its
mission, and vision.
 Agenda: Outline what will be covered in the presentation.
 Founders and Key Team Members: Introduce the team and their
relevant experience and expertise.
 Advisors: Mention any notable advisors or mentors who support your
company

3. Problem Statement & Solution

 Identify the Problem: Clearly describe the specific educational challenges
or gaps that your product addresses.
 Impact of the Problem: Explain the consequences or negative impacts of
these challenges on educators, students, or institutions.
 Product Overview: Introduce your edtech product, highlighting how it
solves the identified problems.
 Key Features: List the main features of your product and how they
address the problem.
 Benefits: Explain the benefits and value proposition of your product for
educators, students, and institutions.

3. Product Details and Customer Success

 Overview
  Live Demo or Screenshots: Show your product in action through a live
demo or a series of screenshots.
 Use Cases: Provide specific examples or scenarios where your product
has been successfully implemented.
 Onboarding Process: Describe the onboarding process for new
customers.
 Customer Success: Highlight the support and resources available to
customers (e.g., training, customer service).
Sales Support: Demo experts / Inside Sales

An inside sales specialist and demo expert is a critical role, especially in an

edtech company, where they play a significant part in supporting the GTM
team by engaging potential customers, understanding their needs, and
demonstrating how the product can solve their problems. JD Here. The
candidate will be responsible for:

1. Lead Management
1. Log In: Start the day by logging into the CRM system.
2. Review New Leads: Check for new leads assigned overnight or from
recent marketing campaigns.
3. Qualify Leads: Use a predefined lead qualification checklist to evaluate
the potential of new leads.
4. Prioritize Follow-Up: Prioritize leads based on their score and readiness
to buy.
2. Product Demonstration
1. Schedule Demos: Use the CRM or calendar tool to schedule demo
sessions with prospects. Should target 4 demos / day
2. Prepare for Demo: Research the prospect’s needs and customize the
demo to address their specific requirements.
3. Conduct Demo: Follow a structured demo script, ensuring to cover all
key features and benefits.
4. Interactive Q&A: Engage the prospect by answering questions and
demonstrating relevant use cases.
 5. Follow-Up Email: Send a follow-up email summarizing the demo,
addressing any remaining questions, and outlining next steps.
3. Sales Process
1. Prospecting: Identify potential leads through various channels (e.g.,
LinkedIn, industry events, referrals).
2. Initial Contact: Reach out to leads with a personalized email or phone
call.
3. Needs Assessment: Conduct a needs assessment call to understand the
prospect’s pain points and requirements.
4. Present Solution: Tailor the product demonstration to address the
identified needs.
5. Proposal: Prepare and send a proposal, including pricing and terms.
6. Follow-Up: Regularly follow up with the prospect to address any
concerns and move the deal forward.
7. Close Sale: Work towards closing the sale, negotiating terms if necessary,
and securing a commitment.
4. Customer Engagement
1. Respond to Inquiries: Reply to inbound inquiries within 24 hours.
2. Document Interaction: Log all interactions and communications in the
CRM.
3. Handle Objections: Use a predefined list of common objections and
responses to address prospect concerns.
4. Maintain Relationship: Keep in touch with leads through regular follow-
ups and updates on new features or promotions.
5. Administrative Tasks
1. CRM Updates: Enter all new information, update lead statuses, and log
activities in the CRM daily.
2. Generate Reports: At the end of the day, generate a report summarizing
the day’s activities, including the number of demos conducted, leads
contacted, and sales progress.
 3. Team Meetings: Attend daily or weekly sales team meetings, prepared to
discuss current leads, demo outcomes, and sales strategies.

Daily Activity Management

First 30 days
Days 1-10: Complete orientation & should be familiar with company culture and
values. Should have comprehensive understanding of the product. Should be
aware of industry landscape and target customers. Meet with marketing and
customer success teams to understand their support roles. Proficient in using
sales tools and CRM.

Days 11-20: Observe experienced salespeople during calls and demos (3-4
meetings with a mix of initial and follow up meetings). Start qualifying leads with
guidance (20-25 leads). Should have confidence in delivering a tailored sales pitch.

Days 21-30: Begin conducting product demos independently (Should target 1

demo a day). Engage with prospects via calls, emails, WhatsApp. Should reach out
to min 3 new customers each day, preferably via visits.

Post 30 days daily activities

Research and Identify New Leads: Aim for 5-10 new leads daily, visit min 3
institutes daily (15 weekly)

Qualify Leads: Evaluate 10-15 leads to determine their potential

Outbound Calls: Make 15-20 calls to engage with prospects.

Follow-Up Emails: Dail send 5 personalized follow-up or new introduction emails,

can include proposals.

Conduct Demos: Deliver 2-3 product demos on a weekly basis.

Daily Update CRM & Schedules: Log interactions and update status for all leads
(5-10 updates). Set reminders for future follow-ups (5-10 tasks)

Team Meetings & Feedback Sessions: Attend daily sales meetings & participate
in discussions with peers or managers. Share insights as learnings from below
(once a week)

Competitor Analysis: Spend time understanding competitors’ offerings & industry

trends (30 minutes daily)

Performance Management

Weekly cadences with sales team, topics to be discussed (Initially once weekly
with all members. Once sales team is bigger, discussion can be split regionwise)
 New lead identification
 Demos conducted
 Proposal discussions conducted / on going negotiations with time frame
on closure
 Tracker overview
 CRM – gap identification and updates
 Coming week actionables and MOM sharing

Monthly cadences with sales team and Founders (BOM)

 Previous month review funnel and performance
 Support needed
 Travel planning

Quarterly one day meetings at HO (BOQ)

 Previous quarter review
 Training and skill building sessions
 PIP initiation and HR interventions where necessary