Onboarding for SDRs & AEs at Awell is a blended learning experience (virtual, self-paced learning path paired with immersive, hands-on guidance of our internal team) focused on what new members need to KNOW, DO, and BE ABLE TO ARTICULATE within their first 30 days so they are “customer conversation ready” and they are comfortable, competent, and confident leading customer engagements before the of their first several weeks on the job. We heavily emphasize social learning (learning from others) and learning by doing to help bridge the knowing-doing gap.
<aside> ℹ️ Whatever you do in this first 90 days the main mantra is: “Go out there and fail fast” 🙂.
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To accelerate ramp time, and to create visibility on expectations, we created the following expectation framework:
| By 30 days | By 60 days | By 90 days | |
|---|---|---|---|
| Milestones | You understand Awell’s product offering, customers the market we are operating in and our general G2M approach. | ||
| You are able to build/operate care simple and complex care flows in our platform (we have an exercise for that). | |||
| You are able to host intro meetings self-sufficient. | |||
| You met all Awell team members and understand how they fit within the organization. | |||
| You get familiar with internal tooling (e.g. Hubspot) and modus operandi. | |||
| You understand our current pipeline and offer support in closing warm accounts. | |||
| You shadow and interact in sales calls (both recorded and live) together with Thomas, Jarrad and Rik. | You understand our revenue targets and reversed-engineerd this to sales targets. | ||
| You build an account plan (aka who to target and why?) that is focused on both virtual-first care organizations as well as traditional care providers. | |||
| You reach out to your current network and nurture them into our sales pipeline. | |||
| You are able to host demo meetings self-sufficient. | |||
| You landed your first trial. | |||
| You have ensured that the basic building blocks are in place (e.g. tooling, account list, cold email sesuence) to kick off new sales in Q1. | You closed your first deals. | ||
| You created a pipeline that is focused on both virtual-first care organizations as well as traditional care providers.. |
Please note that the above will always be in close collaboration with Thomas/Rik.
Based on our Ideal Customer Profile (ICP), our immediate focus will be on care organizations that utilize platforms like Healthie, Canvas Medical, and Elation. These are mainly virtual-first care organizations and will be our target until the end of the year.
Wwe aim to expand our focus towards traditional providers to diversify our customer base and mitigate risks associated with relying on other startups. The exact organizations to target are still to be determined and this is something we'll collaboratively work on. Potential options include PE-backed care organizations, home health care organizations, and Accountable Care Organizations (ACOs).
<aside> ℹ️ Don’t hesitate to schedule calls w/ Sanne (Customer Success), Rahul (Solution Engineering), Nick (Product), Rik (Sales & Marketing) or anyone else in the company if you have any questions.
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→ If you’re done with the zone of genius + 16 personalities test schedule a call with Rik