Driving Sales Productivity with JP Bolen | Revenue Builders Ep.90

JP Bolen is the VP of Global Sales at Rubrik. He has a wealth of experience in sales and sales leadership, having worked at various companies such as Wallace Computer, PTC, Primo, Blade Logic, BMC Software, Dynamic Ops, VMware, ClearSlide, MongoDB, and ThoughtSpot.
In this episode, JP emphasizes the importance of sales enablement and the three types of training: onboarding, ongoing, and field training. He shares his experience in implementing a comprehensive onboarding program at Rubrik, which includes interactive classes and real-life scenarios to help new hires become conversationally fluent in the problems Rubrik solves. JP also explains the concept of "winning the stage" in the sales process and how Rubrik measures conversion rates between different stages to identify areas for improvement. The conversation also touches on the significance of having a compelling point of view (POV) when engaging with customers and the role of continuous learning in sales success.
Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.
Key Sections to check out:
[00:08:43] JP's initial perception of enablement and his transition into the role
[00:09:50] Introduction to Rubrik's onboarding training challenges
[00:13:00] A deconstructed approach to onboarding was implemented for better learning.
[00:15:59] Onboarding is structured into three tracks for scalability and continuous learning.
[00:18:04] The first track focuses on value-based conversations and messaging.
[00:19:41] Importance of leaders following up and providing support
[00:25:12] Empathy, listening, questioning, and curiosity in discovery
[00:28:30] "Change the Game" initiative to drive mindset shift
[00:37:39] Stage 1: Identifying pain, stakeholders, quantifying pain, developing champions
[00:39:18] Stage 2: Creating a plan, technical validation, financial conversation
[00:40:23] Importance of stage 1 and finding the real champion
[00:43:12] Focus on understanding how deals got to their current stage
[00:44:08] Importance of quantifying pain and understanding why they have to buy
[00:45:17] Difficulty in conversion between stage 1 and 2
[00:46:15] Implementing friction and champion go/no-go in stage 1 and 2
[00:48:00] The importance of answering the 4 essential questions for success
[00:49:17] Example of adding information to the framework
[00:51:11] Initial challenges faced and the need for a common framework
[00:53:55] Training reps to go into accounts with a compelling point of view
ADDITIONAL RESOURCES
Learn more about JP Bolen:
/ jpbolen
Download our Sales Transformation Guide for Leaders: forc.mx/3sdtEZJ

[@DavidNewall3]

Love the Tragically Hip call out! Great show John and John.