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

LSA has a very unique and powerful methodology regarding learning and learning strategy. LSA’s ability to overcome skepticism, obtain executive support, and create an aligned learning strategy that provides measurable business impact is second to none. They partner with you to understand your goals, flex to your needs, and solve your problems – all within your budget. They certainly help make my job easier and are a pleasure to work with. I highly recommend LSA to anyone trying to connect the dots between strategy, skills, knowledge, and results.

Noelle Van Vlierbergen
Human Resources Director

AKQA

We hired LSA Global to design and deliver a customized outdoor experiential new employee orientation program for our recent group of MBA new hires. The program designed helped reinforce WIPRO core values. The program will help the new MBA hires to build relationships with fellow associates and enhance the group’s ability to operate successfully in the global world. I recommend LSA for effective on boarding/outward bound training of new MBA hires.

Vishu Venkat, PHR
Talent Acquisition

Thank you to LSA Global for their partnership and support in helping us to design and roll-out our valuable management development training program. I personally have partnered with LSA Global at four of my previous companies. It continues to be a delight working with LSA. We look forward to partnering with them at Blackhawk Networks for future training and consulting needs.

Suzanne Kinner
VP Human Resources

Blackhawk Network

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

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

Having a training outsourcing partner like LSA to support our training and development needs has been a real benefit. In an emerging company where typically you can’t afford the infrastructure necessary to provide a full range of development venues to meet the broad needs of an organization, having an external partner who understands our business and our culture and offers everything from a wide range of open enrollment programs to customized organizational development consulting is almost as good (and in some cases better than) having your own internal Training and Organizational Development function.

Chris Wells
Vice President, HR and IT

As a Training Outsourcing Partner, LSA consistently saves me time and money by designing the right solutions and quickly bringing us the best experts to solve key business problems in a way that works for our unique culture. Their methodology and resources are fantastic and allow us to deploy better solutions faster. I highly recommend them to anyone looking to raise the talent bar with a true strategic partner.

Tim Bonnet
Director of Training and Organizational Development

Dimension Data

LSA’s Employee Engagement Consulting and Survey work has provided critical visibility into: how well our people are holding up under the general economic environment, as well as, the specific challenges that face biotechnology companies in their efforts to discover and develop new medicines; their level of alignment and commitment to XOMA’s Vision and mission critical strategies; how leadership practices and management systems support an environment that engender commitment, and the specific actions that our leaders can take to improve on areas that are important to our people. I highly recommend LSA’s employee engagement solutions.

Chris Wells
Vice President, HR and IT

We value our relationship with LSA Global. We came to LSA because we wanted to improve overall behavioral based interviewing capabilities of our managers to increase the probability of both hiring top talent and future leaders. LSA designed a highly customized solution for our business and culture. We are currently rolling out this solution to our leaders. I would highly recommend LSA Global as a top quality resource.

Rae Phillips
HR Project Manager - Training & Development, PHR

“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

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

I just wanted to let you know how pleased I am with how the new employee on-boarding project went. The end product is wonderful! LSA has been great to work with. I really appreciate all the flexibility and the high quality.

Laurie Torres
Vice President of Human Resources

PDL

We held our 1st Year Academy for our new associates last week, and the segment that LSA helped us redesign went exceptionally well. Their instructional design skills made it more relevant, more interactive, and more engaging. We greatly appreciate what LSA did to help us greatly improve a key component of our program!

Larry Brown
Senior Manager, Training & Professional Development

I wanted to let you know how much I enjoyed working with LSA on the design and delivery of the experiential new employee on-boarding training. I’ve been getting tons of positive unsolicited feedback. You truly exceeded everyone’s expectations.

Steven Gray
US Enterprise Services

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

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