Case Study: Deeto

SERVICES:

Sales Onboarding Assessment, Outsourced Sales Onboarding Program, Go-To-Market Foundations

Overview

Deeto is the first AI driven customer reference platform that leverages satisfied customers' experiences to help businesses close more deals faster.

With aggressive sales goals and a team of 6 full-time employees, Deeto is a fully remote organization. Natalie approached Gabi Sayah, Deeto’s Business Development Manager, when she saw Deeto was hiring an SDR.

Challenges

As a Sales Manager, Gabi was juggling managing a small team of SDRs while also collaborating on sales strategy, selling new deals, and servicing customers. On top of it all, Gabi was tasked with building a sales onboarding program to prepare for their next new hire. Low on bandwidth, he didn’t have the time or experience to build the program. But onboarding was top of mind to improve employee retention.

The way Deeto previously onboarded new reps was through a very time intensive and unstructured process that was not scalable or effective:

• Gabi was spending at least 10 hours a week meeting with new hires daily to transfer knowledge (excluding the amount of time spent on addressing new hire’s questions async-ly)

• There was no learning curriculum to guide the focus for each 1:1 with a new hire

• There were no defined metrics to track sales onboarding effectiveness

Solution

To solve these challenges, Deeto outsourced the design and build-out of their sales onboarding program to Sales Onboarding Now.

For only a fraction of the cost of hiring a full-time enabler, Deeto leveraged the customized sales onboarding program service to not have to build the program in-house.

Results

Within just five days, Deeto received a fully built-out and customized sales onboarding program that was scalable and set new hires up for success.

With a now programmatic and async approach to sales onboarding, Deeto has:

• Reduced the amount of time they spend with new hires in half, freeing up Gabi’s time to manage others on his team and drive sales.

• Gained peace of mind that their new hires are independently learning everything they need to know.

• Uncovered and addressed foundational go-to-market gaps like their differentiators, ICP, buyer personas, and competitor intel.

• A clearly defined learning curriculum with graduation requirements to set expectations from day 1.

• Helpful resources to support everyone across the company.

Client Feedback

"We were spending hours each day meeting with new reps to transfer knowledge without a set learning curriculum. Within just 5 days, we received a fully built-out sales onboarding program from Natalie that's scalable and sets new hires up for success in our fully remote environment. It reduced the amount of time we spend meeting with new hires and gave peace of mind that they’re independently learning everything they need to know. Through the process, Natalie uncovered foundational go-to-market gaps like our ICP and created helpful resources for everyone across the company. We couldn't have reached this level of onboarding on our own."

-Gabi Sayah, Business Development Manager at Deeto