stop drinking from the fire hose! continuous learning offers a better way of sales trainings
TRANSCRIPT
Speaker: Doug Ferreira
Director of Sales Training and Development Blackboard
Moderator: Mike Prokopeak
Vice President, Editorial Director Chief Learning Officer magazine
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Stop Drinking From the Fire Hose! Continuous Learning Offers a Better Way of Sales Training
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Mike Prokopeak Vice President, Editorial Director Chief Learning Officer magazine
Stop Drinking From the Fire Hose! Continuous Learning Offers a Better Way of Sales Training
#CLOwebinar
Doug Ferreira Director of Sales Training and Development Blackboard
Stop Drinking From the Fire Hose! Continuous Learning Offers a Better Way of Sales Training
Stop Drinking From The Fire Hose – Continuous Learning Offers a Better Way of Sales Training Doug Ferreira Director, Sales Training & Development Blackboard, Inc.
Objectives
What IS Continuous Learning?
Course/Program Level Organization Level
What do they have in common?
Borders
Blockbuster
Target
Wall Street Journal
Key Trends
Current Initiatives at Blackboard
New Hire Training Program
Messaging vs.
Training
Mind Share
Reinforcement and adoption
Classroom to Online
Leveraging Collaborative
Tools
Sales Training/SFDC Integration Initiative
Tools We Are Using SalesForce Chatter Wikis Blogs Discussion Board Journals Savo Bi-Weekly Brainstorming
Sessions Brainshark YouTube
Continuous Learning at Blackboard Months 4-12
(Sophomore Yr.) Years 2 & 3 (Junior Yr.)
Year 4 & Up (Senior Yr.)
Months 1-3 (Freshman Yr.)
§ Solution Selling Methodology
§ Expand Product Knowledge
§ Expand Situational Fluency
§ 6- and 9-month check-ins: • Role Playing • Video of actual sales
call • Feedback provided
§ 12-month formal assessment
§ Graduation ceremony .
§ Individual Dev. Plan Tied to: • Competencies • Perf. Mgmt. Proc. • Career Dev. Plan
§ LAMP § Become a Mentor § Electives
• Motivational Trng • Adv. Skill Dev. • Selling to C-Level
§ Certification Program
§ Individual Dev. Plan Tied to: • Competencies • Perf. Mgmt. Proc. • Career Dev. Plan
§ Become a Teacher by selection (1 yr) • Solution Selling • LAMP • Teach Sit. Fluency
Teach Product
§ On-boarding § Bb 101 § New Hire Training
• Product • Tools/Processes • Sit. Fluency • Sales Process
§ Create Territory Plan § Mentor Assigned § Practice via Role-
Playing § All Segments/
Channels § Graduation Ceremony
New Product/Solution Training, Product/Solution Update Training, Corporate & Segment Initiatives
Poll Question
The length of our new hire training is…
A. Less than 2 weeks B. Between 2 and 4 weeks C. Between 1 to 3 months D. Over the period of a year
A CONTINUAL LEARNING APPROACH TO NEW HIRE TRAINING
Sales New Hire Training Program Previously
• Week 1 on-boarding guide • 5 day Boot Camp • Some “pre-work” • Start of learning delayed
Today
• Program starts on Day 2 • Program Overview • Individual Learning Plan • Tour of course in Blackboard
• 4 cohorts/year • Mentor assigned • Phase 1 - 5 Units, delivered over 4
months • Phase 2 – Remainder of 1st year • Learning activities include
• Online, synchronous & asynchronous
• Journal activities • Blogs, wikis and discussion boards • 3 day training camp
Sales New Hire Training – Welcome Page
Sales New Hire Training - Units
Sales New Hire Training – Unit Activities
Sales New Hire Training - Blog
Sales New Hire Training - Brainshark
Sales New Hire Training – Discussion Board
How Does Learning Continue for New Hires? • Cohort and Mentor Relationships
• SalesForce Chatter
• 6-, 9- and 12-month check-ins – Assessment from mentor, manager and participant – Identify areas of need
• “Why Bb” Pitch on insite (SAVO)
• Performance Management
RESULTS TO DATE
New Hire Dashboard Metrics
• Starting Point – Quota, # of Opps, Pipeline
• Firsts – Days to first close, Avg size of first deal, Days to first deal
• 60-Day and 180-Day Snapshot – Pipeline build, revenue won, pipeline by stage
• First Complete Quarter – Forecast accuracy, slippage
• Close of Hiring year – Quota attainment, sales cycle time, pipeline
Survey Results
Qualitative Feedback
“I think that the welcome call, course organization and the detailed expectations are fantastic!”
“I am amazed at how organized and efficient the on-boarding process is here. By far the best I've ever experienced.”
“I was able to learn a lot more from my cohorts as the interaction helped to form my own ideas and learn more about our solutions.”
Continual Improvement
Early Successes
0
20
40
60
80
100
120
140
Time to First Sale (Close) in days Time to First Deal (Open to Close) in days
1st Complete Quarter - Average Cycle Time
2010
2011
49% decrease
41% decrease
33% decrease
Predicted Impact on Business
What is Next…
• Core Sales Methodology – Conversion to Online
• Expansion of Sales Training Team
• Measuring Impact of Informal Learning
Contact Information
Doug Ferreira Director, Sales Training & Development
Blackboard, Inc. 15301 Ventura Blvd. Building B, Suite 300
Sherman Oaks, CA 91403 [email protected]
(c) 847-624-5746 (0) 818-808-1414
For more information on Blackboard, please contact us at:
Phone: 888-719-6123
Email: [email protected] www.blackboard.com/corp
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