Sales Onboarding & Turnover: Telecommunications

Improving Sales Speed to Productivity and Turnover for a Telecommunications Company

Client Case Study

Situation

During a period of rapid change, this telecommunications client wanted to increase sales while maintaining their existing customer base while simultaneously increasing average revenue per unit and reducing salesperson turnover.

 

Complications

  • Transactional Mindset: Sales team was totally product-focused and lacking the solution selling skills required to uncover a customer’s core business issues and recommend holistic solutions.
  • Speed to Productivity: Long ramp for new hires (5-7 months) with variable performance
  • Attrition: Unacceptably high new-hire turnover (89%)

Approach

After it was determined that the hiring process was not a root cause, the solution incorporated 4 key initiatives:

  1. Targeted Sales Manager and executive performance coaching sessions
  2. Implementation of customized solution selling training
  3. Execution of a 12-week follow through program for reinforcement

  4. Measurement of adoption and impact

Results
In three months:

  • 42% increase in average units sold per new rep
  • 12% increase in average units price per rep
  • 69% decrease in new hire turnover (from 89% to 28%)
  • 67% decrease in ramp time (from 6 months to 2 months)

Related Information

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Vice President, Human Resources

Hyperion

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.

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Vice President, Human Resources

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Human Resources Director

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US Enterprise Services

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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!

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Technical Program Manager

Google

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

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Director of Training and Organizational Development

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Talent Acquisition

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.

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CEO

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Leadership Development

Intuit

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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.

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Vice President, HR and IT

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HR Manager

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

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