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Paul BleierDirector of Sales Enablement, TELUS

• 15+ years experience building professional and educational experiences

• Helped found the TELUS Transformation Office

• Member of TELUS Sales Performance Culture team

• Led the design and delivery of the TELUS Sales Academy

From

Classroom facilitation, forms, heavy processes & Microsoft SharePoint

Self-directed learning programs, vPlaybooks and customer milestones right in SFDC

Digitizing and expanding our national onboarding experience for TELUS Sales professionals1

To

✔ Secure sponsorship to go digital from sales leadership by linking to expected productivity improvements

✔ Tailor go-forward productivity milestones based for each segment/channel

✔ Mix and match learn, practice and apply activities to build seller confidence and allow time for feedback

✔ Scavenger hunt across your organization and you will curate enough to get started

✔ Identify your SMEs for new content early in the design process to avoid delays

✔ Involve product and marketing team by appealing to their need to get in front of Sales.

Digitizing and expanding our national onboarding experience for TELUS Sales professionals1Key takeaways for onboarding

From

Time and resource intensive national 2-day classroom training events

45-day on-demand program with bite sized modules for learning, practice and leader feedback

Evolving our sales messaging frameworks from the classroom to the cloud2

To

✔ Be bold. You can convert more of your ILT than you think to a more distributed and on-demand model

✔ Sales messaging training is a great candidate for digitization as they support both employees and customers

✔ Virtual real-plays are effective to sustain learning if adequate time is given and sales leadership is active

✔ Look for ways to centralize your sales messaging content to scale best practices and success stories

✔ Grade “A” user-generated content can be re-purposed to support social selling and top of funnel activities

Evolving our sales messaging frameworks from the classroom to the cloud2Key takeaways for sales messaging

FromExclusively live event and VILT trainingwith minimal follow-up/follow-through

Contextual videos, resources, practice pitch rooms, mini-programs and live funnel reports

Elevating our technology and solution knowledge(“aka Product Training”)3

To

✔ Videos and podcasts are powerful mediums to hold the attention of an increasingly distracted sales force

✔ Identify ways to integrate bespoke learning into each sellers day-to-day sales workflows

✔ Make the time to educate product and marketing on your sales process and messaging constructs

✔ Offer sellers safe spaces to practice new product pitches before customer hear it

✔ Always include real-world customer activities to lock in the learning and build pipeline

✔ Blended learning strategies work well when digital training is used to warm up the channel

Elevating our technology and solution knowledge(“aka Product Training”)3Key takeaways for tech & solution knowledge

1. Understand the needs of your sales organization✔ Secure sponsorship from sales leadership by linking your project to sales outcomes✔ Customize programs to suit the needs of different segments

2. Be bold in your ILT conversion✔ You can convert more of your ILT than you think, and it doesn’t have to just be a 90-minute

training session.✔ Sales messaging training is a great candidate for digitization as they support both

employees and customers, and can be centralized to scale best practices / win stories

3. Know your audience: your sales team✔ Blended learning strategies, P2P content, videos, and podcasts all work to engage reps✔ Tie your programs back to revnue activities and milestones your sellers care about✔ Integrate your enablement in the day-to-day workflow of your sales teams

Summary

Outcome-Based Enablement built 100% inside Salesforce

Build programs that automate sales milestone achievement.

Enable sellers to hit metrics sales leaders care about.

Attribute enablement programs to revenue results

Get insights to optimize programs for business outcomes

Questions?

Learn more at LevelJump.io