Client Case Study
This technology industry service start-up grew quickly as a forerunner in a new and quickly expanding market segment. Infused with external capital and charged with quickly growing revenue, the company embarked on a strategy to hire senior level Sales executives that would bring demonstrated success with large, complex sales.
In addition, a large part of the company’s success to date was attributed to their proprietary business practices which are an integral part of the sales process and highly interdependent with multiple functions within the organization. Given the breadth and complexity of the sales process the company’s original plan called for a 12 week on-boarding process that would “certify” a sales executive’s knowledge and understanding of how the company sales and does business.
The goal of the On-boarding program was to ensure that new sales executive attained productive, on the job performance as quickly, effectively, and efficiently as possible in three areas:
The senior new hire on-boarding program approach blended various learning methods within a structured framework of eLibraries, presentations, meetings, real-world tasks, shadowing, mentoring and apprenticeships.
The underlying context of the On-boarding approach was a Sales Cycle Simulation based on the sales process used to acquire one of the company’s largest clients. Sales Cycle activities, deliverables and presentations were blended into the 5-week learning process and provided realistic “performance tests” at each phase of the Sales Cycle. Areas covered within the Sales Cycle included:
Participants were also immersed into “on the job” learning contexts in numerous functional organizations such as, Marketing, Inside Sales, Account Management to meet key counterparts and learn about the different functions, roles, responsibilities, challenges, targets, and key projects.
Within account management new sales executives:
In the late stages of the new hire On-boarding program new sales executives worked as an apprentice to an experienced Outside Sales Executive, slowly weening off until both the new hire and the Outside Sales Executive agreed that the participant was ready to call on clients and lead his/her team.
Participants moved through the On-boarding process as quickly as they were able to demonstrate pre-determined learning objectives by completing varying types of performance tests. Most performance tests involved being observed performing a task or presenting back to a subject matter expert or group. In these cases the primary focus was to give and receive feedback to aid the learning process.
Performance tests associated with key steps in the Sales cycle were evaluated more critically by company executives using several client focused presentations during the Sales cycle simulation. The program culminates with a full proposal presentation to the perspective clients executives (played by their senior executives). While the On-boarding program was not intend to develop sales skills, the performance test did allow company executives to assess sales skills of new hires.
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.
VP of Human Resources
I’m not sure if I’ve run across a company that can match the depth and quality of LSA’s consultants and facilitators.
I highly recommend LSA to anyone seeking a trusted training, coaching, and consulting partner to improve performance – at both a tactical and strategic level.
They really get talent, learning, and performance.
VP Human Resources
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.
Director of Training and Organizational Development
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.
Director, Team Development
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
Having a training outsourcing partner like LSA to support our talent management needs has been a real blessing. In an emerging company where typically you can’t afford the infrastructure necessary to provide a full range of offerings, having an external partner like LSA has been a blessing.
They deeply understand our business and our culture. They do a great job on a wide range of customized training, consulting, and coaching solutions for us.
For us, they are definitely better than having our own internal Training and Organizational Development function. They always do what it takes to hit the mark.
Vice President, HR and IT
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!
SVP Human Resources
LSA is an instrumental training outsourcing partner helping us to build leadership and management capacity while strategically investing in our people.
LSA’s flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans and talent management strategies.
Their ability to custom design, deliver, and evaluate high impact Management Training Programs has been excellent. They are true business partners and a pleasure to work with.
Margaret M. Mader
Vice President, Human Resources
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.
Director, Global Sales & Technical Field Enablement
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.
HR Manager, BU Radiology Informatics
We have found LSA to be highly responsive to meeting our unique needs in learning and development. Their passion for high levels of business relevancy, customer satisfaction, and quality align very closely with our core values and talent management strategy.
Kudos to LSA Global. They delivered exactly what I wanted under ever-changing conditions.
Director of Training and Organizational Development
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.
Senior Director, Training & Development
LSA’s ability to assess needs and develop targeted leadership training has been a critical resource for me to help our teams to perform at their peak.
I love that LSA focuses on training that truly makes a meaningful impact on the people and the business.
Sr. HR Business Partner
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
Thank you! Your learning strategy insights flipped our approach from a content-driven design to one where business strategy and relevancy drives the leadership programs we aimed to redesign.
This investment more than proved its worth – not only did it improve our leadership development program redesign, but it also was like a mini executive seminar that stretched our experienced L&D team’s thinking.
Senior Director Talent Management
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