Yelp Sales Process
What are the two things you need to isolate in a review conversation?
Recommendation software or content guidelines
What is the comp on a $13/day program with only VL?
2.415
What does DSU stand for?
Daily Sales Update
What are the two resources we use to trust but verify behaviors?
dashboards & recorded calls
What is the shortest day of the year called?
winter solstice
What is the value of pursuing a previous advertiser (name 2)
more engaged, more willing to spend $ more likely to close (20%), more likely to retain & more likely to spend)higher $
What is the RPR bonus for a manager in training who has 11/14 reps hit Quota? (bonus and guarantee)
$2,325
What does YSDP stand for?
What coaching a rep in the DM Bucket, what are looking for on the pipeline dashboard (name 2 things)
120 TTP, vetting 10 in daily, kicking 10 out daily, stale acts (>72 hrs), high opptys low TPs
What did Frosty the snowman have?
Corncob pipe, button nose, two eyes made out of coal
What are 4 pipeline fundamentals?
vet/churn, volume, pursuit touchpoints, pursuit time spent
What will a rep make with a YSDP level of AE who closed 28k the month before?
$2,550
What does RPR stand for?
Rep Participation rate
What is the last thing we look/listen for when diagnosing DM:P?
Objection Handling
How many sides do all snowflakes have?
When chatting Ops to add a Business Owner to an account what do you need?
First/last name, email, verification if already claimed
When do bonus’s get paid out for AEs?
2nd week of month (~15th)
What does PLAH stand for?
Professional, Local, Auto, Home
What are the 4 behaviors we look for when coaching a rep in the DMs/day Bucket? (correct order)
Output, Pipeline, Pursuit, NDM Convos
What day does winter begin?
December 21
What are two reasons we parent an account to another? Demonstrate on VC how you would parent two accounts that you don’t see in the vetting page view
Update existing, create a new one
What are the levels of sales manager at Yelp?
Sales Training Manager, Associate Sales Manager, Junior Manager, Sales Manager, Senior sales Manager, SSM II
What does YERG stand for?
Yelp Employee Resource Group
When we are listening to a recorded call for a rep in the Close Ratio Bucket--what we focusing on first, what specifically would you be listening for them to say?
Qualifying-- B.A.N.T.S
Snowiest country in the world?
japan