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Presentation on the Sales Onboarding program that we designed and deliver as a distance learning program. Presentation was delivered at the Technology Assisted Learning Conference in Chicago, May 26, 2010.
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Every connection is a new opportunity™
when the pendulum swings:converting trials & tribulations into success by using a virtual onboarding program
Mike PetersellDirector, Management CLPMay 26, 2010
Every connection is a new opportunity™
April 12, 2023 2
global company33,000 employees2009 revenue: $5.6 billionrecently launched Connect+™ series1200+ sales force in US Mailing
April 12, 2023 3
onboarding sales executives
new productsnew processescomplex solutionsvertical markets3rd-party productsquota pressurecompetitive culture
April 12, 2023 4
where we started…
residential program“open the fire hose”high touch modelhigh turnoverexpensive to run
April 12, 2023 5
results – the residential program…
40% turnover1.2 million program costs
April 12, 2023 6
where we went next…
welcome to e-learning!enjoy 99 online learning modules
anytime! anywhere!
April 12, 2023 7
results – self-paced program…
66% completion ratezero people at 100%
April 12, 2023 88
non-completions from the self-paced program
Unit 13 Unit 15 Unit 12 Unit 14 Unit 11 Unit 9 Unit 6 Unit 7 Unit 5 Unit 8 Unit 10 Unit 4 Unit 3 Unit 2 Unit 10
10
20
30
40
50
60
70
80
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
100.0%
73
68
62
59
56
49
42 41
37 36 3533
20
15
7
Unit Average Non Completions
Units
Co
un
ts
Cu
mu
lati
ve %
activity completion declined steadily throughout the program
April 12, 2023 9
results from the self-paced program
% activity completion
breakdown of participants from
the sample
100% 0
>90% 21%
80%-89% 17%
70%-79% 12%
60%-69% 6%
50%-59% 12%
<50% 24%
24% of employees completedless than half of the program
April 12, 2023 1010
why don’t people complete the Surestart! program?
“this needs to be done in the
classroom”
“some of the modules
seemed out of date”
“what is my role in the process as
the hiring manager?”
“I didn’t know they weren’t
completing it”
“my most valuable learning experience has been talking to experienced reps”
interactivity
Informal learningcontemporary
accountability
transparency
April 12, 2023 11
design principles
principle description
transparency program participants, hiring managers, senior leaders, and the training organization must be know what’s going on at all times
accountability all parties must understand their role in the learning process, desired outcomes, and the rewards or consequences
contemporary program content and approach must the reflect the current needs of the business and the learners
informal learning
program must allow for the capturing and sharing of informal knowledge and user-created content
interactivity program must capitalize on available technology to allow for seamless virtual delivery
guidelines during design and delivery
April 12, 2023 12
Unit 1 – Selling and Protecting the Core
Module 1MSM Orientation
Module 2Selling and LeasingMail Finishing Part 1
Module 3Selling and LeasingMail Finishing Part 2
Module 4 Mail Creation
Module 5Tabletop Solutions
Module 6Distribution Solutions
Module 7Consultative Selling
Module 8Partnerships,
Strategic Growth Initiatives
Module 9Customers and Vertical Markets
Unit 2 – Selling Solutions
Unit 3 – Building Long-term Customer Relationships
Unit Test
Unit Test
Graduation
Unit Evaluation
Unit Evaluation
program architecture
Unit Test
Unit Evaluation
three-month completion cycleone facilitator for the program17 virtual classroom sessions
April 12, 2023 13
Surestart! module structuremoduleguide
moduleactivities
submittedassignment
synchronousdiscussion
success partner
module guideintroduction
goals/objectivesrequirements
activitiestools and materials
points awarded
[ ]module activitiesonline learning
field experiencesreadings/articles
tasks
assignmentscompleted task
written reflectionquiz
partner/team taskaward points
April 12, 2023 14
graduation requirements
requirement description
activity points at least 95% of the accumulated activity points throughout the program
unit tests a score of 80% or better on all three unit tests
success partnerevaluations
three positive unit training evaluations from the success partners
hiring managerevaluations
three positive field performance evaluations from the managers
must be completed by the program end date
April 12, 2023 15
technology tools
SharePoint
AT&TWikiLMS
Outlook
LiveMeetin
g
audio
virtualclassroom
collaboration
calendaring
e-learning
backbone/technology portal
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jumping off pointfor all activities
April 12, 2023 17
the success partnerfacilitates the class
April 12, 2023 18
Surestart! success portal – general resources
for downloads
April 12, 2023 19
Surestart! success portal – general resources
for uploads
April 12, 2023 20
Surestart! success portal - calendar
shows assignments and virtual classroomsession dates, times and call in details
April 12, 2023 21
Surestart! success portal – collaborate
for posting research results, user createdcontent and general comments
April 12, 2023 22
sample collaborative activity
April 12, 2023 23
results from new program
% activity completion
participants from the
self-paced program
participants from the
new program
100% 0 52%
>90% 21% 48%
80%-89% 17% 0
70%-79% 12% 0
60%-69% 6% 0
50%-59% 12% 0
<50% 24% 0
6 months after the program, graduates wereoutperforming the general rep population on quotaattainment and close to par on cross-sell participation
April 12, 2023 24
thank you for your time and attention
company website: www.pb.comemail: [email protected] In: http://www.linkedin.com/in/mpeterselltwitter: http://twitter.com/mpetersellMany Ways to Learn (personal blog): http://mwtl.blogspot.com/
every connection is a new opportunity™
