Results for New Hire Sales On-Boarding in EMEA
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 to 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.
- Different Legacy Approaches
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.
- Varied Sales Skills and Tools
Current deal collaboration, account planning, cross and channel selling skills, and sales tools should be reviewed, curated, and incorporated into the skill building and process design.
- Hiring Skills Are Varied
The timing of the new process should align with hiring forecasts and the company should improve behavioral interviewing skills and hiring processes to make sure that the right people are being hired before investing in on-boarding them.
- Sales Enablement Expectations Are Not Well Known
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.
