<commit_before>---
layout: markdown_page
title: "Sales Handbook"
---

## Reaching the Sales Team (internally)

- [**Public Issue Tracker**](https://gitlab.com/gitlab-com/sales/issues/); please use confidential issues for topics that should only be visible to team members at GitLab.
- You can also send an email to the Sales team via sales [at] gitlab.com
- [**Chat channel**](https://gitlab.slack.com/archives/sales); please use the `#sales` chat channel for questions that don't seem appropriate to use the issue tracker or the internal email address for.

---
## On this page
{:.no_toc}

- TOC
{:toc}

---

## Other Sales Topics in Handbook

* [Sales Onboarding](https://about.gitlab.com/handbook/sales-onboarding/)
* [Sales Training](https://about.gitlab.com/handbook/sales-training/)
* [Lead Qual & Demand Gen](https://about.gitlab.com/handbook/marketing/demand-generation/)
* [Sales Discovery Questions](https://about.gitlab.com/handbook/sales-qualification-questions/)
* [EE Product Qualification Questions](https://about.gitlab.com/handbook/EE-Product-Qualification-Questions/)
* [GitLab Positioning](https://about.gitlab.com/handbook/positioning-faq/)
* [FAQ from prospects](https://about.gitlab.com/handbook/sales-faq-from-prospects/)
* [Client Use Cases](https://about.gitlab.com/handbook/use-cases/)
* [POC Template](/handbook/sales/POC/) to be used to help manage a trial/proof of concept with success criteria
* [Demo: Idea to Production](/handbook/sales/idea-to-production-demo)

### Sales Resources outside of the Sales Handbook

* [Resellers Handbook](/handbook/resellers/)
* [Customer Reference Sheet](https://docs.google.com/a/gitlab.com/spreadsheets/d/1Off9pVkc2krT90TyOEevmr4ZtTEmutMj8dLgCnIbhRs/edit?usp=sharing)
* [GitLab University](https://university.gitlab.com/)
* [Our Support Handbook](https://about.gitlab.com/handbook/support/)

### Sales Team Call

1. The Sales team call is every Monday and Wednesday from 9:00am to 9:30am Pacific Time.
1. We use [Zoom](https://zoom.us) for the call since Hangouts is capped at 15 people, link is in the calendar invite, and also listed at the top of the Sales Team Agenda.
1. The call is recorded automatically, and all calls are transferred every hour to a Google Drive folder called "GitLab Videos". There is a subfolder called "Sales Team Meeting", which is accessible to all users with a GitLab.com e-mail account.
1. We start on time and will not wait for people.
1. Person who has first item on the agenda starts the call.
1. If you are unable to attend just add your name to the [Sales Team Agenda](https://docs.google.com/document/d/1l1ecVjKAJY67Zk28CYFiepHAFzvMNu9yDUYVSQmlTmU/edit) as 'Not attending'.
1. We start by discussing the subjects that are on the agenda for today.
   * Everyone is free to add subjects. Please start with your name and be sure to link to an issue, merge request or commit if that is relevant.
   * When done with a point mention the subject of the next item and hand over to the next person.
   * When someone passes the call to you, no need to say, “Can you hear me?” Just begin talking. If we can’t hear you, we’ll let you know.
1. Even if you cannot join the call, consider reviewing the recorded call or at minimum read through the sales team agenda and the links from there.

### Market segmentation
Sales segments the market based on IT or [TEDD](https://discoverorg.com/discoverorg-sales-intelligence-platform/data-sets-for-marketing-sales-and-staffing/technology-engineering-design-and-development-tedd-dataset/) employees
1. Strategic - 5000+ employees
2. Large - 750 - 4999 TEDD employees
3. Mid Market - 100 - 749 TEDD employees
4. SMB - less than 100 TEDD employees

We have two sales positions focused on selling into these markets.
1. Sr. Account Executive for Strategic and Large Accounts<commit_msg>formatting<commit_after>---
layout: markdown_page
title: "Sales Handbook"
---

## Reaching the Sales Team (internally)

- [**Public Issue Tracker**](https://gitlab.com/gitlab-com/sales/issues/); please use confidential issues for topics that should only be visible to team members at GitLab.
- You can also send an email to the Sales team via sales [at] gitlab.com
- [**Chat channel**](https://gitlab.slack.com/archives/sales); please use the `#sales` chat channel for questions that don't seem appropriate to use the issue tracker or the internal email address for.

---
## On this page
{:.no_toc}

- TOC
{:toc}

---

## Other Sales Topics in Handbook

* [Sales Onboarding](https://about.gitlab.com/handbook/sales-onboarding/)
* [Sales Training](https://about.gitlab.com/handbook/sales-training/)
* [Lead Qual & Demand Gen](https://about.gitlab.com/handbook/marketing/demand-generation/)
* [Sales Discovery Questions](https://about.gitlab.com/handbook/sales-qualification-questions/)
* [EE Product Qualification Questions](https://about.gitlab.com/handbook/EE-Product-Qualification-Questions/)
* [GitLab Positioning](https://about.gitlab.com/handbook/positioning-faq/)
* [FAQ from prospects](https://about.gitlab.com/handbook/sales-faq-from-prospects/)
* [Client Use Cases](https://about.gitlab.com/handbook/use-cases/)
* [POC Template](/handbook/sales/POC/) to be used to help manage a trial/proof of concept with success criteria
* [Demo: Idea to Production](/handbook/sales/idea-to-production-demo)

### Sales Resources outside of the Sales Handbook

* [Resellers Handbook](/handbook/resellers/)
* [Customer Reference Sheet](https://docs.google.com/a/gitlab.com/spreadsheets/d/1Off9pVkc2krT90TyOEevmr4ZtTEmutMj8dLgCnIbhRs/edit?usp=sharing)
* [GitLab University](https://university.gitlab.com/)
* [Our Support Handbook](https://about.gitlab.com/handbook/support/)

### Sales Team Call

1. The Sales team call is every Monday and Wednesday from 9:00am to 9:30am Pacific Time.
1. We use [Zoom](https://zoom.us) for the call since Hangouts is capped at 15 people, link is in the calendar invite, and also listed at the top of the Sales Team Agenda.
1. The call is recorded automatically, and all calls are transferred every hour to a Google Drive folder called "GitLab Videos". There is a subfolder called "Sales Team Meeting", which is accessible to all users with a GitLab.com e-mail account.
1. We start on time and will not wait for people.
1. Person who has first item on the agenda starts the call.
1. If you are unable to attend just add your name to the [Sales Team Agenda](https://docs.google.com/document/d/1l1ecVjKAJY67Zk28CYFiepHAFzvMNu9yDUYVSQmlTmU/edit) as 'Not attending'.
1. We start by discussing the subjects that are on the agenda for today.
   * Everyone is free to add subjects. Please start with your name and be sure to link to an issue, merge request or commit if that is relevant.
   * When done with a point mention the subject of the next item and hand over to the next person.
   * When someone passes the call to you, no need to say, “Can you hear me?” Just begin talking. If we can’t hear you, we’ll let you know.
1. Even if you cannot join the call, consider reviewing the recorded call or at minimum read through the sales team agenda and the links from there.

### Market segmentation
Sales segments the market based on IT or [TEDD](https://discoverorg.com/discoverorg-sales-intelligence-platform/data-sets-for-marketing-sales-and-staffing/technology-engineering-design-and-development-tedd-dataset/) employees
1. Strategic: 5000+ employees
2. Large: 750 - 4999 employees
3. Mid Market: 100 - 749 employees
4. SMB: less than 100 employees

We have two sales positions focused on selling into these markets.
1. Sr. Account Executive for Strategic and Large Accounts
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