New Hire Sales On-Boarding in EMEA: Technology

Increasing Speed to Quota for Sales Reps in EMEA at a Fast Growing Technology Company

Client Case Study

Situation

This high-growth global technology and services firm delivers customer-proven solutions that accelerate IT by reducing complexity and enabling more flexible, agile service delivery.

With more than 500,000 customers and 55,000 partners, this high tech leader develops solutions help organizations of all sizes lower costs, increase business agility and ensure freedom of choice.

With accelerated hiring forecasts of 30-50% employee growth per quarter, the company wanted to:

  • Decrease Time to Quota
  • Increase Average Deal Size
  • Diversify Portfolio Mix

Complications

  • Unclear Metrics: Activity and output success metrics are not agreed upon by role and region.  They are also not aligned with compensation and performance management systems.
  • Legacy: Where it makes sense, current on-boarding content, processes, and feedback (i.e. probation, start time, buddy process and meeting with Sr. Management) needs to be incorporated into the new process so that we do not reinvent the wheel
  • Skills and Tools: Deal collaboration, Account Planning, cross and channel selling skills and tools should be incorporated into the skill building and process design
  • Hiring: The timing of the new process should align with hiring forecasts and the company should improve behavioral interviewing skills and processes to make sure that the right people are being hired before on-boarding them
  • Sales Enablement Expectations: Expectations should be set regarding what additional sales enablement support can be provided so that teams do not have to “build their own stuff.”

Compelling Design Features

  • 28 performance tests on a weekly and monthly basis to measure and monitor proficiency across 10 key skill, knowledge and coaching areas.
  • Shadow sales and performance coaching were used to ease new hires into complex sales situations.
  • Online support tools and virtual coaching used to support multiple languages and geographies.
  • Integrated with current sales process and methodologies.

Approach

  1. Assess & Design: Custom designed 6-month experiential new employee orientation program (from acceptance to 6 months on the job) focused on:
    • Manager Coaching and 90-Day Plans to drive consistent performance coaching from sales managers combined with 90-day plans.
    • Individual Accountability to track key performance metrics at the individual level.
    • Designed Reinforcement including the alignment of incentives, consequences, recognition, processes, and systems to support objectives.
    • Continuous Improvement: The design approach is iterative and will continuously evolve with changing business needs and strategic growth.
    • Tailored to Roles: Foundational design for all with tailored tracks by role.
  2. Pilot: Piloted sessions in France, Spain, Russia, the UK and Germany.
  3. Continuous Improvement: Incorporated feedback and lessons learned into design and delivery.

Results

  • 27% increase in speed to quota
  • €1,005,516 of new business directly attributed to the new process
  • 100% new hire and hiring manager satisfaction
  • 99% rated the 90-day tools as “practical” and “very practical”

Related Information

I have worked with other training companies and found it to be more of a seller/buyer relationship than one of matching the right expertise to our business issues. That’s what LSA does – ask the hard questions, listen, and understand our business needs. We receive the benefit of their expertise from assistance with personal development plans to enhancing team performance, to looking at enterprise-wide challenges. It’s all about helping our business succeed as we grow. Right now, LSA is providing great ideas, a fresh approach, and valuable guidance as we develop our management team and accelerate our client relationship management results.

Kristin Westland-Kaune
Director, Team Development

LSA’s approach and ability to bring the best resources to eBay has been a great asset. They really focus on helping us succeed in any way they can and are very flexible in meeting our management and talent needs.

Mike Normant
Learning & Development

ebay

LSA Global’s consultant brought a fresh perspective to our behavioral based interviewing strategy for two key executive positions we needed to fill, and their consultant helped us develop questions that produced a much deeper understanding of candidates’ capabilities. I am confident that the two new executives joining our organization have the right skills to add significant value. Throughout the process LSA was also very responsive in dealing with short lead time requests.

Because of the unique nature of our business, Excel is a core application in our accounting organization. After three attempts to find an Excel consultant who is capable of helping our finance team integrate advanced applications into our work processes we found LSA and Alex. He was not only a “Real” Excel expert but was masterful in helping us identify where to use Excel applications in our processes to increase our group’s efficiency.

SPO Partners & Co
Kim Silva, CFO

We partnered with LSA Global to help us invest in our people. LSA designed a modular and customized management curriculum that allows us to deliver top quality solutions to our managers and leaders. We consider LSA to be our learning and development partner and our LSA consultants to be an extension of our team.

Lisa Bruun
SVP Human Resources

Ellie Mae

The LSA Organizational Alignment Survey gave us a comprehensive and poignant view of how our employees experience our culture, talent and strategy.  LSA customized the questions so we received information that was targeted and very useful to us.  Equally important, the survey and implementation process goes well beyond the typical engagement survey.  The combination of questions and feedback approach provided us with a great forum to discuss the strengths and opportunities in our organization, and then to quickly get focused on the key actions critical to our strategy implementation and improving our business results.

Mark Forrest
General Manager, FSM Division

Trimble

LSA brought a very effective training design, and implementation approach to help us create a common language around our corporate training. As a fast growing company with a geographically dispersed workforce, their expertise in this area was invaluable to us in driving consistency, creating a sense of belonging for our employees, and developing a common language for all of us to use.

Binod Taterway
CEO

Blue Canopy

This was an extremely effective executive strategy session that helped our executive team efficiently navigate through our core objectives. It was exactly what we needed, and the approach was practical and valuable for our specific business and market. I would recommend LSA to anyone looking to push their strategic planning to the next level.

Blake Krikorian
CEO

We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding and measurement process. The process was well thought out and bought into by sales leadership. The combination of targeted sales tools, technology, coaching, performance plans, training and reinforcement made all the difference.  The pilot program in EMEA was a big success and the solution quantifiably improved new employee and hiring manager satisfaction and increased the speed to sales quota for new hires. We are continuing to work with LSA Global to scale the program in other GEOs and expand to cover more roles at VMware.  I would recommend LSA Global for any sales enablement team looking to increase the engagement and speed to productivity of their sales force. We are excited to implement the program globally across VMware as we continue to scale.

Rochana Golani
Director, Global Field Readiness

The experiential New Employee Orientation was an incredible success for over 2500 new hires in four years across the globe. They partnered with us to create an innovative solution on very short notice, and added a huge amount of value that isn’t reflected in their cost. We could never have done it without their unmatched combination of expertise, professionalism, and creativity that aligned everything with our unique culture. Even our experienced hires were blown away!

Brenda Wagner
Founder and President

Proxicom

Thank you for a great leadership development session today. The facilitator was brilliant, and we really enjoyed his style and personality. The sales team got a lot out of it (as did I). I believe it will help us create an even higher performance environment by ensuring we have a common understanding of our environmental structure and are all working towards the same goals.

Simon Jefferson
Managing Director

AKQA

I contacted LSA to help us with leadership development. LSA worked with me to identify a solution that would match our needs as well as our personality. The solution was such a huge success. It received rave reviews. I would highly recommend LSA to other companies.

Karen King, SPHR
Manager, Human Resources

Alliance Data

I consistently look to LSA Global when I need custom programs put together for my client groups. I can always count on LSA to do a thorough needs analysis and to put together spectacular programs that are well received. Their management development and performance management expertise and professionalism make them one of my top-rated learning and development partners.

Stephanie Webb
HR Program Manager

Rambus

It was a challenge to find a consultant with an approach to performance improvement that fit our unique culture and style. When we met with LSA we were surprised to discover their depth of expertise in the fields of motivation, developmental coaching and performance management and measurement.

Specifically, we were pleasantly surprised to find a company that could seamlessly integrate those three components without our folks feeling like the intervention was forced. They understood what we were trying to accomplish, helped us clarify our objectives, create a solid, refreshing approach that quickly got us moving and engaged people at all levels.

As they began to implement, I was thoroughly impressed with how they listened and made adaptations focused on our needs and business objectives. Overall, I couldn’t be happier that we found a partner in LSA.

Doug Hansen
President and Director

Redwood Trust

The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.

Stacie Rodgers
VP of Human Resources

Cutera

“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”

Sally Buchannan
VP Human Resources

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