Facing high sales attrition, slow time-to-quota for newly hired sales reps, and too few sales reps achieving quota, SuccessFactors turned to its Learning Team in early 2012 to rectify the situation. By the end of 2012, the team’s efforts had already paid off.
Overall sales attrition had dropped by 80 percent compared to new sales hires in 2011; new sales rep ramp time was cut in half; and three times more sales reps met their quota.
How did SuccessFactors (www.successfactors.com), an SAP company, achieve such significant results? The Learning Team introduced a Boot Camp for onboarding new sales personnel and built it on SuccessFactors’ Learning Management System (LMS) and its own social collaboration platform, SAP Jam.
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In addition, the team created a go-to-market product “playbook” for each product. The playbooks guided sales reps through the sales cycle “from identifying potential customers to closing deals,” the company reported.
Last fall, the team’s efforts were recognized when it was named the Top Learning Organization in the world by Elearning! Magazine’s Learning! 100 list for 2013 (www.2elearning.com), which recognizes award recipients for outstanding learning culture, innovation, or collaboration that drives performance.
“When evaluating the top learning organizations in the world, SuccessFactors stood out as the clear leader across the board,” said Joe DiDonato, awards chair and conference director of the Enterprise Learning! Conference & Expo (ELCE). “As a result of its robust learning program, SuccessFactors has grown into a high-performing, innovative organization that leverages the same foundation for future learning that it advocates and implements for its customers.”
SuccessFactors was one of four companies that, for the first time, earned both Best of Elearning! awards and Learning! 100 honors. The other organizations are Oracle, Cisco, and Kenexa, which is an IBM company.
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“These four companies literally ‘walk to talk,’” said Jerry Roche, editorial director of Elearning! Media Group. “Not only do these organizations invest in new products and services, they deploy their solutions within their own organizations, providing the best possible use case for implementation.”
SuccessFactors also won accolades this fall from Chief Learning Officer magazine (http://clomedia.com) and Brandon Hall Group, Inc. (www.brandonhall.com).
Chief Learning Officer recognized SuccessFactors as a Gold Award winner in the magazine’s 2013 Learning in Practice Awards. As a Gold Finalist in the “Business Impact” category, Jenny Dearborn, chief learning officer, SAP Cloud, was recognized as a top “learning executive who [has] implemented a significant measurement or evaluation program that has demonstrated exceptional business impact from [her] workforce development programs in the past year.”
“The Learning in Practice Awards were established to recognize transformational and visionary leaders in enterprise education,” said Norm Kamikow, president and editor-in- chief of Human Capital Media Group, which publishes Chief Learning Officer. “SuccessFactors stands out as an industry leader that truly champions innovation and transforms it into learning and value for its organization.”
The Brandon Hall Group recognized SuccessFactors’ Learning organization as a Gold finalist in the “Best Learning Measurement Approach” and “Best Sales Onboarding” categories, as well as a Bronze finalist in the “Best Program for Sales Training and Performance” category.
“We are extremely proud to honor SuccessFactors for receiving Gold and Bronze in three Excellence Awards for 2013,” said Mike Cooke, CEO of Brandon Hall Group. “SuccessFactors is among an elite group of organizations that excelled in developing measurable, sustainable programs that produced outstanding business results in workplace learning and sales onboarding.”