Verdia
Climate tech · 30 employees · Startup onboarding
Verdia onboards salespeople without the founder in the room
A 30-person startup replaced three days of founder-led role-play with a scorecard and five scenarios.
- -85%
- founder hours per new hire
- 3
- weeks to first closed deal
- 1
- afternoon to set everything up
The problem
Verdia is a 30-person startup with no enablement team and no time to build one. Onboarding a salesperson meant the CRO spending three days doing role-play himself — which stopped happening the moment the pipeline got busy.
What changed
They started with the scenario templates and adapted them in an afternoon. The CRO recorded his own definition of a good discovery call once, as a scorecard, and stopped repeating it.
New joiners run five scenarios in their first week. The CRO reviews the transcripts with the scores already attached, which turns a three-day commitment into a forty-minute one.
The results
Two quarters in, the team hires without the founder blocking his calendar, and the first closed deal now happens in week three instead of week seven.
I stopped being the bottleneck for onboarding. That alone paid for the tool.
We're thirty people. We can't afford an enablement team — so the tool has to be the enablement team.
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