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!

Thank you

emily.fitzpatrick@showpad.com

linkedin.com/in/emily-c-fitzpatrick