New
Hire Orientation Client Case Studies /
Case Study (2)
Client Case Study: Measuring New Hire Sales Skills
Isolating the Impact of New Skills on
Win-Rate at a
Professional Services Firm
This client trained their entire population over a short period of time, so we
did not have a "control group" of untrained people as a
basis of comparison. Instead, we isolated the difference
in win-rate using the
LSA Impact
Metric™ approach
to measurement.
New Hire Orientation Problem & Objectives
- Business Goals: increase the volume of units sold without sacrificing margins, improve strength of customer relationships, grow revenue per
sales rep
- Performance Challenges: new competitors had
entered the market, lack of distinct value, frequent
RFPs
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New Hire Orientation Solution
We conducted an
LSA Adoption Metric™
analysis to quantify the
effects of the pilot program when compared to three similar control groups.
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Key measures: monthly revenue, volume (units
sold), and margin (discounting allowance)
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Training: a two-day negotiation skills
training program from a leading supplier
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Time frame: 3-5 months pre-training and
4-6 months post-training, depending on the group
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Population: three control groups and three
trained groups were randomly selected and compared over the
same time frames, in the same markets, against the same
competitors, selling the same products
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New Hire Orientation Results
- 62.3% increase in monthly volume
(see Graph 1)
- 27.8% increase in monthly revenue
(see Graph 2)
- 2x the increase in margin
(see Graph 3)
- Significant improvements in strength
of customer relationships pre/post the training
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Marked improvements in the skills and strategies used in
sales negotiations
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Graph 1: Volume -
Pre/Post Pilot
Graph 2: Revenue -
Pre/Post Pilot
Graph
3: Margin -
Pre/Post Pilot |
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f you would like to learn how our new
employee on-boarding training expertise has helped leading organizations
increase the speed to productivity for new hires,, please
contact us.
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