How We Think About Onboarding Account Executives

Fivetran has developed a repeatable framework for their sales process, aiming to make it as predictable as riding a bike. The steps include studying recordings of other reps' calls to build a mental model of the sales cycle, analyzing major inflection points in the cycle, preparing answers to common objections, understanding the company's business model and its economic implications, empathizing with customers to solve their problems, and staying consistent and focused despite setbacks.