Onboarding New Hire Engineers to Sales Teams: Technology

Onboarding New Hire Engineers to Sales Teams Technology

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

Client Case Study

Onboarding New Hire Engineers — Situation

This fast growing technology company was struggling to hire and onboard sales engineers to add value to the internal project team and to the client in a way that made sense.

The technology services client wanted to improve new hire onboarding and orientation 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.

Onboarding New Hire Engineers — Complications

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

Onboarding New Hire Engineers — 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 and customized for each session and therefore highly 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

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 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

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

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

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

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

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

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

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

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