On-Boarding New Hire Engineers to Sales Teams: Technology

Helping newly hired engineers to add value faster at a global technology company

Client Case Study

Situation

This fast growing technology company was struggling to hire and on-board sales engineers to add value to the internal project team and the the client.

The client wanted to:

  • Decrease client and account manager complaints of application engineers not adding value, making mistakes, and losing sales
  • Increase amount of time that managers could spend on sales and more strategic issues
  • Increase cross-selling and up-selling opportunities.

Complications

Engineering, sales and account teams had low levels of trust and clients were beginning to suffer.

Approach

  • elearning to Establish a Baseline: Customized online pre-work ranged from 2 to 12 hours based upon experience level with ability to “test out” of sections
  • Learner-Led:  Case studies were self-generated for each session and therefore customized for and relevant to each participant
  • Action-Learning Based Design: Ensured managers and engineers interacted heavily which built trust and increased execution while using real clients as case studies
  • Coaching and Reinforcement: Built-in reinforcement and mentorships to create sustainability and accountability

Results

  • 95.7% satisfaction
  • 66% reduction in ramp time (from 9 months to 90 days)
  • Sales force chose to only use engineers who had participated in the new hire course and started requiring existing engineers go through the same process
  • Europe and Asia implemented the program after the positive results in the US

Related Information

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We appreciate LSA’s commitment to cutting-edge practices and keeping us in step with the progressive front of our rapidly changing workplace environment.

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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!

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We have had a very beneficial partnership with LSA for over 2 years. The recent Leadership Development Program that they designed and customized with us to help us identify, develop, and retain top leaders in the organization was a huge success. It was instrumental in helping take our company and our key people to the next level. I would recommend their training and consulting services to anyone looking to develop and retain top talent.

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Kim Silva, CFO

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.

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VP Human Resources

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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.

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HR Project Manager - Training & Development, PHR

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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.

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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.

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Vice President, HR and IT

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The action-learning leadership project has been very beneficial to me, our leadership team, and the entire organization. The balance of development and results has been excellent. We have made huge progress, and I was also able to identify 2-3 high potentials while having the extra benefit of people stepping up to carry strategic projects forward. The Staff is very appreciative and has become very comfortable with both the program and the process. It is still going better than anticipated, and I have been very pleased.

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