How to Transform Your Onboarding Program in 3 Simple Steps Emily FitzPatrick Revenue Enablement Manager - Showpad
How to Transform Your Onboarding Program in 3 Simple StepsEmily FitzPatrick Revenue Enablement Manager - Showpad
Emily FitzPatrick
Global Revenue Enablement & Training Manager, Showpad
Reporting to Business Operations
6 Global Offices Weekly New Joiners
Adding 200 to the team in 2019
Aligned with People Teams HQ Onboarding Only running in EMEA
BOOTCAMP
All training was lecture-based SME-led
Unorganized digital learning
Acquisition
These challenges are unique to me but
everyone of us in this room deals with….
#1 challengefor sellers is toarticulate unique valueto their customers
92%of sellers are NOTseen as a trusted partner by buyers
2019 Sales Performance Report, CSO Insights
Habit #2Begin with the end in mind
“Sales enablement’s goal is to ensure that every seller has the
required knowledge, skills, processes and behaviors to
optimize every interaction with buyers.”
SiriusDecisions
Lecture
90%
(Adopted from the NTL Institute of Applied Behavioral Science Learning Pyramid.)
Learning effectiveness
75%
50%
30%20%
10%5%
Reading AudioVisual
Demonstrate Discuss Practice Doing
Teach Others
Interactive
Traditional classroom
Practice-focused
“90% of sales training is forgotten after 120 days”
ES training, 2018
Here is what I did:
1.Flip the classroom
2.On the Desk Learning 3.Make classroom sessions
fun and applicable
What questions do they need to be able to
answer by day 7, 14, 21, etc?
Inverted Classroom: To make course more compatible with their students’ varied learning styles, they designed an inverted classroom in which they provided students with a variety of tools to gain first exposure to material outside of class: textbook readings, lecture videos, Powerpoint presentations with voice-over, and printable Powerpoint slides.
-Vanderbilt University
1Flip the classroom
Create a safety net where they can practice
• Buddy program
• Manager guidance
• Day in the life
2On the desk learning
80% of your sellers require coaching
“Dynamic sales coaching by managers and peers improves win rates with 30%”
CSO insights, 2018
20%60 %20 %High PerformersAverage PerformersLow Performers
10 Key Competencies
• Identified key competencies for each role
• Digital course work generated by SME’s
• Broke down all digital coursework by weeks 1-4
What do they NEED to know to be successful in Bootcamp?
What challenges do they face first?
• Help them win• Bring what they already
know to the classroom or sales conversation
• Laughter lowers your stress, which makes it easier to learn
3FUN
Create a classroom where people can thrive The room has the answers, let them teach each other
New hires YTD • 224 total new hires (January to September)• 143 started in GTM department • Question in 1 and 3 month survey
“I feel ready to be successful in my role”
1 Month 3 Month
March 2019 83% 79%
September 2019 90% 84%
Key Learnings
Use what already exists
Lean on your SMEs & take the time to train them
Stop by the Showpad booth...or attend Paul’s session at 2:15pm today!