Training Industry Magazine - Fall 2014 - (Page 9)
GUEST EDITOR
I M P R OV I N G
SALES
O N B OA R D I N G
E F F E C T I V E N E SS
- TOM LADENBURG
Implementing an effective onboarding
program sets employees up for success
from the start. But as companies grow,
training practices must evolve to meet the
needs of the expanding workforce.
And with a rapidly growing workforce, our
training team at Opower needed to rethink
our sales onboarding practices and create
a more effective solution. With a focus on
reducing time-to-proficiency and getting
sales executives up to speed and effectively
selling by the five-month mark, Opower
developed a highly aggressive, blended
solution that has transformed how new
sales executives receive information.
TRAINING PRACTICES
MUST EVOLVE TO
MEET THE NEEDS
OF THE EXPANDING
WORKFORCE.
DEVELOPING A FRAMEWORK
Our mission to design a new program
from scratch required our training team to
identify the elements that sales executives
need to master in order to be successful
in the field. Those key elements include
learning about Opower, having a solid
foundation on the utility industry and
regulatory environment, understanding
our buyers, mastering Opower's solutions
and value propositions, account strategy
and the art of the pitch.
After identifying these fundamental
elements, a 30-60-90-day training plan
was developed using a combination of
instructor-led training, self-paced materials
and real-world experiences, and then
customized for our international offices.
We then created individual development
plans for each sales executive in our
learning management system, ensuring
sales executives know what is expected
of them and how they can take control of
their own enablement.
Here are some key components to this
unique onboarding program:
* Leadership Transparency
Wanting leadership to take a more active
role in the training process, we developed
a real-time training dashboard within
Salesforce.com (where they already
spend much of their time). At a glance,
a leader can see each sales executive's
actual progress versus expected progress,
completed certifications, and whether
they have passed their assessments.
* Peer-to-Peer Learning
One of the most unique aspects of our
sales onboarding program is the peer-topeer learning. We do not use trainers in
our instructor-led training programs. The
majority of training is directly from the
leaders that run their specific solution or
product. Opower makes a commitment
in "pulling leaders off the line" to instruct
new sales members each month.
* Mandating Certifications
Sales executives are required to complete
10 certifications within the first 180 days.
To be certified in a specific solution, the
sales executive must attend the solutionspecific instructor-led training, practice
pitch with their colleagues, pitch to their
VP and receive signoff, and pitch to the
solution-specific SME and receive signoff.
TRAINING INDUSTRY MAGAZINE - FALL2014 I WWW.TRAININGINDUSTRY.COM/MAGAZINE
* Comprehensive Assessments
To ensure that learning transfer
has taken place and that new sales
executives are prepared to successfully
drive
revenue,
key
enablement
milestones are implemented by way of
a 90-day assessment and a five-month
comprehensive readiness assessment.
Included in these assessments are oneon-one meetings with the sales leaders
covering items such as pipeline and
account planning reviews, product
mastery, and client scenario exercises.
LOOKING FORWARD
While this program is in the early stages of
rollout, the response and feedback from
participants has been universally positive.
Within the past six months, more than
180 hours of onboarding sales training
have been delivered (representing more
than 5,000 seat hours) and more than 200
certifications have been completed. While
there is still work to do, this onboarding
program has enabled new sales executives
to gain the skills they need to succeed in
the field.
THIS ISSUE'S GUEST EDITOR
Tom Ladenburg is director of training
at Opower and has more than 16
years of management consulting
experience in the learning and
talent management industry. Tom is
experienced in the development and
delivery of blended learning solutions
and enterprise-wide performance
support strategies. Email Tom.
9
http://www.Salesforce.com
http://www.trainingindustry.com
Table of Contents for the Digital Edition of Training Industry Magazine - Fall 2014
From Where I Sit
Table of Contents
Guest Editor: Improving Sales Onboarding Effectiveness
An Emerging View of Learning Content
Manager Compassion: The Antidote of the Revolving Door
Balance and Praxis
Giving Old Content New Life
Leveraging Custom Learning Initiatives
Contextual Anchoring in Learning Design
Training for Performance Improvement: A Carrot or A Stick?
Rewiring Your Learning
Working with Subject Matter Experts
What's Your ROI for Content Development?
Casebook: Manitoba Hydro: Powering Up with e-Learning
Design Considerations for Content Delivery
Improving Online Learning Performance
A Brain-based Approach to Developing Training Content
What's Online
Company News
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