Case study
Case 3. OpenRate
The challenge
OpenRate was developing the product while simultaneously building a sales team. The task was not only to find candidates but also to set up a clear process for preparing them to sell on their own.
What we did
In 2 weeks, together with Zippy, the OpenRate team built a system for screening and training Sales Partners.
The process included:
- initial candidate screening;
- product and target audience training;
- sales and meeting skills training;
- practical assignments;
- testing and intermediate checks;
- final certification.
The result is a single candidate training path:
application → training → practice → testing → certification → ready to sell.
Early results
-
≈15
candidates started training
-
7
candidates moved on to the second stage
-
First ones
participants have completed training and are ready to start real sales
Result
In two weeks OpenRate got not just a hiring process but a Sales Partner training system that can be repeated for new candidates and scaled as the team grows.
Client testimonial
Try for freeOpenRate works with restaurants, cafes and coffee shops. We develop the product quickly and constantly test new hypotheses. At some point I realised that sales couldn't keep up with that pace. Finding people wasn't hard. What was hard was getting a person to the point where they could run a meeting on their own and explain to a venue owner why they need OpenRate.
We used to onboard every new salesperson manually. It took a long time, and the result depended heavily on who on the team did the training.
With Zippy, we packed the entire Sales Partner journey into two weeks. First the vacancy and initial screening. Then two stages of training: the product, the target audience, how to sell and how to run a meeting. Then practical assignments, intermediate tests and a final assessment before going into real sales.
About 15 candidates started the training and 7 moved on to the second stage. Some have already completed the programme, and the first partners are ready to work with venues.
For a startup this matters. We now have a route that every new cohort can go through without our involvement at every step. Now we can scale both the product and the team that sells it.