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. Their ability to overcome skepticism, obtain executive support, and create an aligned learning strategy that provides measurable business impact is second to none.

They understand your goals, flex to your needs, and solve problems. 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 have partnered with LSA for years.  Our organization’s learning needs have increased, decreased, and increased again over time.

The beauty of LSA’s business model is its flexibility and depth of their expertise.

When we need strategic or tactical outside help that we can trust, we use LSA knowing that we can depend on outstanding quality advice and targeted solutions every time.  You cannot go wrong with LSA.

Margie Bunting
HR Manager

LSA asks the hard questions, listens, and understands both our business and talent needs.

We greatly benefit from their expertise ranging from assistance with personal development plans, to enhancing team performance, to enterprise-wide talent management challenges.

LSA provides great ideas, a fresh and practical approach, and valuable guidance on how to get the most from your talent.

Kristin Westland-Kaune
Director, Team Development

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

LSA brought a very effective training strategy, 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, LSA’s expertise was invaluable to us in driving consistency, creating a sense of belonging for our employees, and developing a common language for everyone.

Binod Taterway
CEO

Blue Canopy

As a Training Outsourcing Partner, LSA consistently saves me time and money by understanding what matters to our strategy and what works in our unique culture.

Their practical and outcome-oriented methodology is fantastic and allows 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

We partnered with LSA Global to help us invest in our people. LSA custom designed an impactful management curriculum to help upskill our key managers and leaders.

We consider LSA to be our trusted learning and development partner and a valued extension of our team as we rapidly scale.  Thank you LSA!

Lisa Bruun
SVP Human Resources

Ellie Mae

The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling stuff. Their experts are an invaluable resource that help 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

LSA Global brought a fresh perspective to our behavioral based interviewing strategy for key executive positions that we needed to fill.  They helped us to develop questions that produced a much deeper understanding of candidates’ capabilities.

Throughout the process LSA was also very responsive in dealing with short lead time requests.  Thank you!

SPO Partners & Co
Kim Silva, CFO

We have worked with LSA Global for our learning and development needs and have always had great success.

They helped us recently with targeted and customized Management Training Workshops to fit our unique situation, and they were fantastic.

I highly recommend LSA to anyone that is attempting to help take their leadership and management talent to the next level.

Mary Johnston
HR Manager, BU Radiology Informatics

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

We turned to LSA Global to help take our behavioral interviewing process to the next level in terms of both efficiency and effectiveness. LSA quickly understood our unique culture and challenging requirements.

They immediately helped us to improve our ability to continue to hire top talent that fits our culture and talent management strategy as we rapidly scale.  Thank you!

Julie Pearl
Technical Program Manager

Google

LSA helped us to create the strategic clarity and alignment we needed for our team to thrive.

The practical, no-nonsense, and outcome-oriented approach really helped us all get on the same page and set us up to be a high performing leadership team to focus on what matters most.

Michael Carter
VP Human Resources

Samsung

We have had a very beneficial partnership with LSA. Their recent Leadership Development Program helped us to identify, develop, and retain top leaders. It was instrumental in helping take our company and our key people to the next level. I would recommend them to anyone looking to truly develop and retain top talent.

Steve Janowsky
Vice President of Operations

Proxicom

We looked to LSA Global as a consulting partner to help us explore innovative and scholarly approaches to promote employee engagement and sustain the unique culture we’ve built over the last decade.  LSA helped us perpetuate coaching as a discipline across the organization by integrating our core values, goal setting, and performance management.

We appreciate LSA’s commitment to cutting-edge practices to help keep us a step ahead during this time of rapid change.

Rosalyn Chan
Vice President, Human Resources

Redwood Trust

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