WHITE PAPER Skillsoft New Hire Training Program

1 WHITE PAPERS killsoft New Hire Training Program : Onboarding of New Sales TalentBy Dorman Woodall Skillsoft Solution Services ConsultantWhite PAPER | Skillsoft New Hire Training Program A Case Study of Onboarding New Sales Talent2 SHARE ONThe Skillsoft New Hire Training Program prepares newly hired sales and consulting services professionals to be more productive, and therefore more successful, in less time than previous approaches. Our Program has resulted in improved sales performance, increased revenue, expansion into new global markets, improved customer relations, cost-effective selling activities, reduced turnover of sales personnel, and, overall, a better sales SUMMARY WHITE PAPER | Skillsoft New Hire Training Program A Case Study of Onboarding New Sales Talent3 SHARE ONTRAINING FOR COMPETITIVE ADVANTAGEIf done well, new hire sales Training can have both a positive impact on business and be very rewarding for sales professionals.

2 The Program s success is measured by increased revenue for both the company and sales people, while customers benefit from having company representatives who are knowledgeable and can solve their performance is directly related to providing clearly-defined organizational goals that are relevant to individuals, and are most 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 Skillsoft SALES PROFESSIONALS killsoft believes that having a well-trained and motivated sales team is an essential ingredient for the overall growth of our business and the satisfaction of our global customer base.

3 New Skillsoft sales professionals are trained to understand their customers unique needs, 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 understand corporate learning best practices so that these products and services are put to best use within their customer s workplace. To achieve this, Skillsoft puts all newly-hired sales professionals through an extensive, blended Program that ensures they provide consultative value to customers as soon as they begin their Skillsoft sales Skillsoft new-hire is a professional with proven selling skills and a record of sales excellence.

4 Generally, they are chosen either from the learning industry or from the technology sector. As such, we are not focused on teaching fundamental sales skills, but rather on 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 than from a centrally located Skillsoft office. This approach creates an entrepreneur-like focus, plus the geographic proximity allows for easy access to the PAPER | Skillsoft New Hire Training Program A Case Study of Onboarding New Sales Talent4 SHARE ONPROGRAM GOALS AND REQUIREMENTSE very newly hired sales or consulting employee must achieve competency in the following:WHO WE ARE To deliver Skillsoft s message and describe how we provide value to customers in a professional and productive WE SELL To listen to a prospective customer and probe for their real needs regarding a workplace learning solution.

5 To present a consultative business fit recommendation, along with pricing, proposal and the negotiation skills needed to establish a value-based business WE SELL To fully explain our products and services and be able to demonstrate how the proposed solution will meet the prospect s business needs within their learning MAKES US DIFFERENT To use a range of proprietary tools to coach and assist the customer to become more effective in delivering learning. Tools include the Skillsoft Learning Growth Model , ROI projections and implementation sales new hires have a strong desire to deliver sales results as soon as possible. To take advantage of their enthusiasm, we provide a comprehensive Program guide and an experienced sales coach, who is also a member of our Sales Enablement Team.

6 This ensures rapid orientation from the very first day and continuous involvement along a well-defined learning path for the new hire over the next three PAPER | Skillsoft New Hire Training Program A Case Study of Onboarding New Sales Talent5 SHARE ONPROGRAM DESIGN AND CONTENTThe overall theme is Learn as you Earn which emphasizes the new hire s involvement with sales activities while participating in the Training Program . As a provider of technology-enabled learning solutions, Skillsoft is aware that a single formal event without proper support and follow-up activities will endanger the long-term retention of knowledge and skills. For this reason, the sales Training Program includes a broad array of activities designed to address a variety of learning practices include: BLENDED LEARNING The Program consists of six distinct modules, made up of a number of learning activities designed to accomplish knowledge transfer with a heavy emphasis on skills development.

7 ASSESSMENTS Learners are kept on track and motivated to work toward a new hire certification requirement, which is completed at a final workshop conducted at our corporate office. USE OF LEARNING TECHNOLOGY Skillsoft products and websites are employed often throughout the Program . This content includes our LMS (Skillport ) for deployment and Training , courses and simulations covering business and desktop topics, online books ( Skillsoft Books), videos (Leadership Channel ), various job aids and BY EXPERTS As each new hire either begins or completes an assignment, we provide both virtual sales Training experts and senior sales professionals from the field to coach them through the entire assignment and evaluate the quality of the outcome.

8 The regular contact greatly assists the new hire to quickly adapt to our organization and learn our PAPER | Skillsoft New Hire Training Program A Case Study of Onboarding New Sales Talent6 SHARE 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 MeReadying the new hire for the demands of the new hire Training programNew Hire Program Guide, orientation session, assignment of talent Team coach2 Tell MePresenting various products, services, selling methods, research methods, and conceptsInformational Web sites, elevator pitches, checklists, live and recorded sessions, readiness sessions, interviews with subject matter experts (SMEs)

9 3 Show MeDemonstrating products, methods, techniques, concepts and processes giving a good understanding of how to apply skills in a customer settingDemonstration checklists and scripts, product Web pages, live and recorded product demonstrations, readiness sessions4 Let MePracticing their newly-learned skills in a realistic setting, on the job, working with their team, manager or coach or with a prospective customerRealistic practice examples, live coaching sessions, simulations, assigned exercises and role-play presentations5 Check MeAssessing the progress and skills of the new hire as he/she progresses through the blended learning programCourse tests, sessions with coach and manager, online polls and quizzes, review of work results by SMEs and feedback from peers6 Support MeAssisting the new hire to apply their skills in customer-facing situationsProviding performance support, just-in-time Training , coaching and real time support, on-site evaluations7 Coach MeWorking continually with their coach, manager, experts and peers throughout the entire programCoaching assignments, tracking reports, coaching checklists and progress reports, regular reviews of progress and how the transfer of skills is taking place into their job8 Connect MeCollaborating with their peers, classmates, corporate support groups.

10 Consulting team, and other Skillsoft contactsWorking within a community of peers and colleagues to solve problems and share ideas through the virtual and face-to-face meetings, as well as using Skillsoft Client CommunityWhite PAPER | Skillsoft New Hire Training Program A Case Study of Onboarding New Sales Talent7 SHARE 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 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.