ICP training for new sellers

Introduction

Course outline 

SDRs: Recognizing 'Good Fit' prospects

Below is a sample course outline for launching a training for SDRs on how to recognize a prospect that's aligned with your ideal customer profile (ICP).

• Objective: Evaluate a prospect’s digital presence (i.e. website, LinkedIN profile and activity, etc.) to determine their alignment percentage with our company’s ICP.
  
  

• Behavioral skill: Qualify an outbound lead to 90% accuracy based on the company’s ICP Alignment Scorecard criteria.
  
  

• Course framework: Video-based microLearning lessons that introduce the ICP’s attributes and then culminates to the completion of a graded assignment, which requires the SDR to examine real leads from the CRM against a scorecard.
  
  

  • Assignment & passing: SDRs examine real prospects and assign them scores based on the ICP Alignment Scorecard, which includes ICP attributions for the company. The program manager grades the assignment and provides feedback. Passing score would be 80% or above.
    
    

  • Duration: Full experience total time should be no more than 60 minutes (start to finish) - enough time to introduce the attributes,“try-it out” and get feedback, and reflect.
    
    

  • Driving philosophy: Onboarding programs are for introducing foundational concepts and skills - Everboarding is for nurturing and growing the set foundation.
    
    

  • Evaluation & reinforcement: The course would have a short course quality survey at the end. Yet, the prospect evaluation skill would be reviewed and reinforced through manager coaching and a one-pager on an ongoing basis starting 60 days after the completion of the onboarding program, along with other skills introduced within the program.