New Hire Sales On-Boarding in EMEA: Technology

New Hire Sales On-Boarding in EMEA

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

Client Case Study

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.

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 using an iterative design approach that continuously evolves with changing business needs and strategic growth.
    • Tailored to Roles using 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”

Results for New Hire Sales On-Boarding in EMEA

Related Information

We held our 1st Year Academy for our new associates last week, and the critical 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 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 reinforced WIPRO core values, helped to build relationships with fellow associates, and enhanced the group’s ability to operate successfully in the global world.

I definitely recommend LSA for effective employee onboarding of top talent.

Vishu Venkat, PHR
Talent Acquisition

LSA Global has been a great partner in helping us move toward being “the leading developer of talent in the service performance management industry.”

I have engaged LSA to help develop best-in-class programs in the areas of: Executive On-boarding, Manager Training, Sales Training and Coaching, Employee Engagement, and Instructional Design.

They have consistently met or exceeded my (very) high expectations and are always responsive to my needs to increase performance, engagement, customer satisfaction, and sales growth.

Mike Normant
Senior Director, Training & Development

Service Source

The customized new hire on-boarding process, coaching, tools, and measurement have provided a very useful structure and frame for the first 90-days for both me and our new hires.

It has been a very positive experience and will make it much easier to on-board my new hires in a way that makes sense for our unique sales strategy and culture.

Martyn Storey
Systems Engineer Manager

ServiceSource has relied on LSA Global’s expertise for a variety of core initiatives, from strategy design and implementation, to business sales skills, to sales coaching. We recently engaged LSA Global to create a competency matrix for our inside sales team that will serve as our roadmap for employee on-boarding, development, succession planning, and retention.

This critical project had a tight timeline with high visibility. LSA Global completed the deliverable ahead of schedule and surpassed our expectations.

PMO and Outside Sales Operations
Senior Vice President

Service Source

I just wanted to let you know how pleased I am with how successful the new employee on-boarding project was.

The end product is wonderful!  LSA has been great to work with.

I really appreciate all the flexibility, customer focus, and the high quality of deliverables.

Laurie Torres
Vice President of Human Resources

PDL

We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding process. It 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 solution quantifiably improved new employee and hiring manager satisfaction and increased the speed to sales quota for new hires.

I would highly 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 as we continue to scale.

Rochana Golani
Director, Global Sales & Technical Field Enablement

Congratulations on your pro-activity in establishing this program and developing such an effective New Employee Orientation course.

Farhat Ali
President and Chief Executive Office

Fujitsu

The experiential New Employee Orientation was an incredible success for 2,500+ new hires over 4 years spread across the globe.

LSA partnered with us to create an innovative solution on very short notice and added a huge amount of value.

We could never have done it without their unmatched combination of expertise, professionalism, and creativity that aligned everything with our unique culture and growth strategy.

Even our executives and experienced hires were blown away!

Brenda Wagner
Founder and President

Proxicom

Evaluate your Performance

Toolkits

Get key strategy, culture, and talent tools from industry experts that work

More

Health Checks

Assess how you stack up against leading organizations in areas matter most

More

Whitepapers

Download published articles from experts to stay ahead of the competition

More

Methodologies

Review proven research-backed approaches to get aligned

More

Blogs

Stay up to do date on the latest best practices that drive higher performance

More

Client Case Studies

Explore real world results for clients like you striving to create higher performance

More