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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