ROE
If two SDR's get assigned a lead at the same time, who's ROE is it in?
Whoever contacts the lead first
What does MQL stand for?
Marketing Qualified Lead
How many seats/envelopes do the basic commercial plans come with?
5 users - 500 envelopes
How many calls per day/week are SDRs expected to make?
40/day 200/week
When scheduling a call with a prospect, is our default meeting medium via Zoom or Phone call?
Zoom is default
How long does an SDR have to touch a lead before it falls out of their ROE
24hrs
What does MRR Stand for? Are we measured on MRR?
Monthly Recurring Revenue. No
Other than seats and envelopes, what are two things that make a prospect commercially qualified?
Integrations, API, Admin Functionality/Ownership of Accounts, Advanced Features (CLM, Identify, etc)
What is your quota for month 1 and 2 on ramp? What about fully ramped GEO quota?
6 and 14 for ramp. 17 for fully ramped GEO quota
Do we automatically or manually convert Biz Pro Trial leads? Why?
Manually, we cannot auto convert on WSS accounts and we want to make sure their data is being retained.
How many touches do you need on a lead to get extended ROE protection for 5 days?
5
What does KPI stand for? What are 2 KPIs SDRs are measured on?
Key Performance Indicator; Dials, SQLs, SQOs, Velocity, Talk Time
What is a powerform? How is it different than embedded signing?
Powerform creates a shareable link, while embedded signing is the document embedded into a webpage.
How long will you be attending Sales Success Huddles for? When do they occur?
First 90 days. Occurs at 12:30pm PST/2:30pm CST Tues & Thurs
What does SIYL stand for? Why is it important to us as SDRs?
Stay in your lane. It determines who we are going to route the SQL to.
If an MDR emailed a prospect twice, and connected with them via a 30 second phone call all in that same week, how long does the MDR have ROE over that prospect for (how long do we have to wait before reaching out)?
60 days
What does CRM Stand for? What CRM do we use as SDRs?
Customer Relationship Management. We use Salesforce.
What is SSO? Do we offer that feature? If so, on which plans? What SSO tool do we use at DocuSign internally?
Single Sign on. Yes. Commercial only. Okta
What is Velocity? Why is it important?
Velocity is how quickly we follow up with our leads. Data shows the quicker we follow up with our leads, the more likely they are to convert.
What does SPICED stand for?
Situation, Pain, Impact, Critical Event, Decision
How many touches on a lead to get 30-day extended protection SDR-SDR
10
What is an "OSR"? When would we schedule a call with an OSR?
Overlay Sales Rep. Enterprise Accounts and UfW Accounts
What does API stand for? What is a use case someone might be looking into API for?
Application Programming Interface; when they have a homegrown solution they are looking to integrate with DocuSign
When we book a meeting with a prospect to speak to an AE, what should be in the location line?
AE to call prospect on date at time via Zoom
If we are going to route a lead via Upgrade from Web, what are the 3 criteria the lead must meet?
Industry is UfW Compliant (not PubSec or Res RE)
Paying web account with matching email domain
Market Segment:
SMB: Real Estate (non-res), FINS, HCLS, Legal, NFP, GEO, Emerging, EDU
MM: Emerging Verticals, GEO, HCLS
Majors: GEO and HCLS