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WHITE PAPERSkillsoft New HireTraining Program: Onboarding of New Sales TalentBy Dorman WoodallSkillsoft Solution Services Consultant

White Paper Skillsoft New Hire Training Program A Case Study of Onboarding New Sales TalentSHARE ONEXECUTIVE SUMMARYThe Skillsoft New Hire Training Program prepares newly hired sales and consulting servicesprofessionals to be more productive, and therefore more successful, in less time than previousapproaches. Our program has resulted in improved sales performance, increased revenue, expansioninto new global markets, improved customer relations, cost-effective selling activities, reduced turnoverof sales personnel, and, overall, a better sales force.2

White Paper Skillsoft New Hire Training Program A Case Study of Onboarding New Sales TalentSHARE ONT R A I N I N G F O R CO M P E T I T I V E A DVA N TAG EIf done well, new hire sales training can have both a positive impact on business and be very rewarding for sales professionals. Theprogram’s success is measured by increased revenue for both the company and sales people, while customers benefit from havingcompany representatives who are knowledgeable and can solve their problems.Sales performance is directly related to providing clearly-defined organizational goals that are relevant to individuals, and aremost often achieved through a system of competencies. By identifying, articulating, and training to support these competencies,management can help salespeople understand what is required to reach new levels of excellence.THE SKILLSOFT SALES PROFESSIONALSkillsoft believes that having a well-trained and motivated sales team is an essential ingredient for the overall growth of our businessand the satisfaction of our global customer base. New Skillsoft sales professionals are trained to understand their customers’ uniqueneeds, and advise them the ways in which Skillsoft’s varied learning assets can be used to advance their organizational goals.To achieve this, our sales professionals have a thorough understanding of Skillsoft’s products and services. They also understandcorporate learning best practices so that these products and services are put to best use within their customer’s workplace. Toachieve this, Skillsoft puts all newly-hired sales professionals through an extensive, blended program that ensures they provideconsultative value to customers as soon as they begin their Skillsoft sales careers.The Skillsoft new-hire is a professional with proven selling skills and a record of sales excellence. Generally, they are chosen eitherfrom the learning industry or from the technology sector. As such, we are not focused on teaching fundamental sales skills, but ratheron expanding and developing a strong set of skills associated with advanced solution selling.Typically they are a member of a regional team and work remotely, in many cases operating directly out of a home office, rather thanfrom a centrally located Skillsoft office. This approach creates an entrepreneur-like focus, plus the geographic proximity allows foreasy access to the customer.3

White Paper Skillsoft New Hire Training Program A Case Study of Onboarding New Sales TalentSHARE ONPROGRAM GOALS AND REQUIREMENTSEvery newly hired sales or consulting employee must achieve competency in the following:WHO WE ARETo deliver Skillsoft’s message and describe how we provide value to customers in a professional and productive manner.HOW WE SELLTo listen to a prospective customer and probe for their real needs regarding a workplace learning solution. To present a consultative“business fit” recommendation, along with pricing, proposal and the negotiation skills needed to establish a value-basedbusiness relationship.W H AT W E S E L LTo fully explain our products and services and be able to demonstrate how the proposed solution will meet the prospect’s businessneeds within their learning environment.W H AT M A K E S U S D I F F E R E N TTo use a range of proprietary tools to coach and assist the customer to become more effective in delivering learning. Tools includethe Skillsoft Learning Growth Model , ROI projections and implementation planning.Our sales new hires have a strong desire to deliver sales results as soon as possible. To take advantage of their enthusiasm, weprovide a comprehensive program guide and an experienced sales coach, who is also a member of our Sales Enablement Team. Thisensures rapid orientation from the very first day and continuous involvement along a well-defined learning path for the new hire overthe next three months.4

White Paper Skillsoft New Hire Training Program A Case Study of Onboarding New Sales TalentSHARE ONPROGRAM DESIGN AND CONTENTThe overall theme is ‘Learn as you Earn’ which emphasizes the new hire’s involvement with sales activities while participating in thetraining program. As a provider of technology-enabled learning solutions, Skillsoft is aware that a single formal event without propersupport and follow-up activities will endanger the long-term retention of knowledge and skills. For this reason, the sales trainingprogram includes a broad array of activities designed to address a variety of learning needs.These practices include:BLENDED LEARNINGThe program consists of six distinct modules, made up of a number of learning activities designed to accomplish knowledge transferwith a heavy emphasis on skills development.ASSESSMENTSLearners are kept on track and motivated to work toward a new hire certification requirement, which is completed at a final workshopconducted at our corporate office.USE OF LEARNING TECHNOLOGYSkillsoft products and websites are employed often throughout the program. This content includes our LMS (Skillport ) fordeployment and training, courses and simulations covering business and desktop topics, online books (Skillsoft Books), videos(Leadership Channel ), various job aids and assessments.COACHING BY EXPERTSAs each new hire either begins or completes an assignment, we provide both virtual sales training experts and senior salesprofessionals from the field to coach them through the entire assignment and evaluate the quality of the outcome. The regularcontact greatly assists the new hire to quickly adapt to our organization and learn our processes.5

White Paper Skillsoft New Hire Training Program A Case Study of Onboarding New Sales TalentSHARE ONMAPPING TO FORMAL AND INFORMAL LEARNINGThe program is structured into separate learning phases as described in Skillsoft’s white paper, Designing Blended Programs using the Eight Phases of Workplace Learning.This white paper can be found here.DESCRIPTION1Prepare Me2Tell Me3Show Me4Let MeReadying the new hire for the demands of the new hire training program6Support Me7Coach Me8Connect MeTeam coachInformational Web sites, elevator pitches, checklists, live and recordedand conceptssessions, readiness sessions, interviews with subject matter experts (SMEs)Demonstrating products, methods, techniques, concepts and processesDemonstration checklists and scripts, product Web pages, live and recordedgiving a good understanding of how to apply skills in a customer settingproduct demonstrations, readiness sessionsjob, working with their team, manager or coach or with aprospective customerCheck MeNew Hire Program Guide, orientation session, assignment of TalentPresenting various products, services, selling methods, research methods,Practicing their newly-learned skills in a realistic setting, on the5EXAMPLESRealistic practice examples, live coaching sessions, simulations, assignedexercises and role-play presentationsAssessing the progress and skills of the new hire as he/she progressesCourse tests, sessions with coach and manager, online polls and quizzes,through the blended learning programreview of work results by SMEs and feedback from peersAssisting the new hire to apply their skills in customer-facing situationsWorking continually with their coach, manager, experts and peersthroughout the entire programCollaborating with their peers, classmates, corporate support groups,consulting team, and other Skillsoft contactsProviding performance support, just-in-time training, coaching and real timesupport, on-site evaluationsCoaching assignments, tracking reports, coaching checklists and progressreports, regular reviews of progress and how the transfer of skills is takingplace into their jobWorking within a community of peers and colleagues to solve problems andshare ideas through the virtual and face-to-face meetings, as well as usingSkillsoft Client Community6

White Paper Skillsoft New Hire Training Program A Case Study of Onboarding New Sales TalentSHARE ONSKILLSOFT PROGRAM SCHEDULEThe Skillsoft program is conducted over a 13-week period with regularly scheduled weekly events. During this period, each participant will complete 12 or more individual skills exercises.PROGRAM SCHEDULEEach MondayRegional sales team meetings are conducted by the sales manager and include the new salesperson.Each TuesdayThe new salesperson attends coaching session with his or her Talent Team coach. Each session is normally one hour in duration.The new salesperson focuses on study assignments as per the program guide. These assignments can include the completion of aEach Wednesdaycourse from the LMS, completing an exercise or doing some research on a website. Study requirements account for about two fullwork days per work week.Every Other ThursdayEvery Other FridayFinal 3 Days On-site During Week 13The new salesperson attends coaching sessions with his or her Talent Team coach. Each session is normally one hour in duration.Bi-weekly virtual sessions mark the beginning of each training module and require the new salesperson to actively participate in atwo- hour ‘virtual workshop’ event where current best practices are shared.In order to wrap up the program, the new salesperson attends a three-day workshop event at our corporate headquarters in Nashua,NH, where each salesperson works to achieve certification.7