Not too long ago William Pitt/Sotheby’s International Realty had a serious training conundrum:
28 states, each with unique requirements/regs
One trainer (Lance Pendleton, Director of Training)
All employees = independent contractors
Average age of agents: 61 (baby boomers)
Training = 100% voluntary, not mandatory
Training adoption rate: < 15%
Sotheby’s needed a strategy to turn things around
Sotheby’s knew e-learning would be the way to go, but they needed to find the right LMS for their particular workforce needs. They needed an LMS that met the following criteria:
- Easy-to-use for both employees and authors
- Compatible with any mobile device
- Robust reporting and analytics
- No overwhelming bells and whistles
Sotheby’s chose Bridge by Instructure to solve their training issues. Here’s what happened when Bridge was implemented:
- REDUCED TRAINING TIMES:
- Estimated 40–60 hours saved of annual training time per agent
- Total saved time per year: 48,000-72,000 hours
- MORE PRODUCTIVE MEETINGS:
- Old Way: Face-to-face time with agents teaching tools: 80%; Time spent going over sales strategy: 20%
- With Bridge: 20% tools training; 80% sales strategy training
- GREATER FLEXIBILITY:
- Courses customized by location to accommodate varying regulations
- A central content library for self-directed learning and quick access
- Mobile compatibility for training on any device, anywhere
- INCREASED SCALABILITY:
- Deploy courses companywide, or out to small teams/user groups
- Train new hires on the basics without face-to-face meetings
- FASTER COURSE CREATION:
- Goal: 50 classes in three months
- Reality: 116 classes in two months (more than twice as many in less time)
- HIGHER COURSE ADOPTION RATES:
- Goal: 12% adoption rate by end of 2016
- Reality: 77% of agents have taken at least one class
- COMPETITIVE RECRUITING AND BETTER RETENTION:
- Millennials value training opportunities more than salary
- Empowered agents = engaged and productive agents
- INCREASED SALES:
- Sotheby’s agent sales were up 28% while the market was down 33%
THE HANDY TRAINING COURSE CHECKLIST FOR YOUR ENTERPRISE
In an extended enterprise, you have to make sure the whole network is on board with reaching company goals, not just your employees. And though you probably can’t control everyone’s training requirements, e-learning courses can provide the tools needed for a productive workforce along every link of the supply chain. When your partners are playing for the same team, it will not only maximize your enterprise for increased sales, but communicate a consistent brand message to keep customers sporting foam fingers.
SUGGESTED TRAINING COURSE TOPICS FOR EVERY PLAYER IN YOUR SUPPLY CHAIN
the squad running your business
the troops cranking out your products or parts
the team providing products and materials to keep you moving
FRANCHISES / RESELLERS:
where your products/services are being sold to consumers
temporary employees who don’t need full-time-employee training
the crowd you’re out to please (and keep)
VOLUNTEERS / MEMBERS:
the people who have chosen to represent your company, no strings attached (i.e. foundation volunteers, brand ambassadors)
ALL OF THE ABOVE:
every stakeholder in your enterprise
Repurpose as much course content as you can, tweaking only what is necessary to make it relevant to your various target audiences (hint: e-learning software will make that a snap).
In the hopes of increasing productivity and revenue, use metrics to compare sales before and after training — then use that information to motivate your partners:
GREAT NEWS, GUYS — IF YOU TRAIN YOUR CREW ON THESE TOPICS, YOU CAN EXPECT TO INCREASE ONLINE SALES BY THE END OF THE YEAR!
Implementing these courses is a breeze with the right learning management system (LMS). Get your enterprise partners aligned with a cloud-based e-learning tool like Bridge by Instructure so you can reach more goals and get the “W” every time.
ARE YOU READY FOR THE MODERN WORKFORCE? CHECK OUT OUR LMS BUYERS GUIDE AND FIND OUT WHAT QUESTIONS YOU SHOULD BE ASKING.
Published March 2017 by Instructure, Inc.
© 2017 Instructure Inc. All rights reserved.
PROGRESSIVE LEASING & BRIDGE
17,000 Hours of Valuable Training Logged by 8,000 Internal & External Employees. All Created by a Single Person, With Bridge, in Under a Year.
With over 1,200 employees in Utah and Arizona and thousands of field reps located across the country, Progressive Leasing helps consumers with good credit obtain loans when a bank turns them down. Progressive Leasing has been in business for 15 years and serves over 20,000 retail locations, in 46 states.
To offer a lease-to-own purchase program that is an alternative to traditional financing. Not only does Progressive Leasing serve consumers, but they also help thousands of retail stores and merchants service their customers.
Salt Lake City, Utah
Progressive Leasing, a lease-to-own company, was searching for a learning management platform—they needed a way to effectively educate their dispersed workforce of tens of thousands of retail sales associates about their services. Their old solution for training was to travel to locations across the country and provide in-person training, which was expensive and time-consuming. They began searching for a learning management system (LMS) to solve their issues.
Mark Olson, VP of Marketing, needed an LMS that could provide:
- A self-registration page to sign up external retail sales associates who weren’t Progressive employees
- A tailored learning platform and support for Progressive's specific needs
- The ability for mobile learning on any internet-enabled device
- Simple and intuitive course creation
After considering several options, Progressive Leasing decided Bridge would be the best fit. Olson said of their decision, “We needed someone who would be a true partner and go the extra mile to find solutions to our non-standard training needs. It was clear from the first meeting that Bridge was going to be that partner.” He also stated, "Bridge has obviously increased the time and breadth of our training abilities, and in a more general sense, the sales associates are better educated since the implementation.”
“I FIND THE SIMPLICITY AND EASE OF USE OF THE SYSTEM TO BE EXTREMELY HELPFUL. I NEED TO BE ABLE TO QUICKLY AND EFFECTIVELY NAVIGATE AND UTILIZE ALL FACETS OF BRIDGE. IT’S A LIFESAVER TO NOT GET BOGGED DOWN OR STUCK IN A COMPLICATED INTERFACE.”
VP of Marketing
Progressive Leasing began the implementation of Bridge in 2015 with the goal of establishing a significant user base by the end of the calendar year. Olson reports that in the first six months alone with Bridge, they had an impressive 8,000 users, including both internal and external employees, and that number has only increased over time.
After implementing Bridge, Olson noted, “In just one year we logged well over 17,000 hours of learning by both our retail partners and our sales teams.”
As the sole course creator, Olson reviews his experience using Bridge glowingly, saying, “My experience with Bridge has never been anything but positive. Whenever an issue does pop up, I’ve always been able to count on my customer success manager to be active and engaged in helping me find a solution as quickly as possible. I’ve never felt neglected.”
Bridge was well suited to meet the needs of Progressive Leasing, helping this extended enterprise reach a large number of dispersed potential learners and providing them with timely training and vital information. Bridge has also saved Progressive Leasing countless man-hours by streamlining their entire training process. The next big initiative for the company is to increase the percentage of learners and active users who are using Bridge. Mark Olson is very optimistic about their new goal and expects to reach it by year’s end.
“We’ve always been impressed with the level of professionalism and expertise in Bridge and their development team. It’s clear they set value in finding a solution that works for us.”
MARK OLSON, VP OF MARKETING
BUILD YOUR SALES DREAM TEAM
NOT ONLY DOES YOUR TEAM NEED TO SELL YOUR PRODUCT, BUT THEY ALSO NEED TO WORK WELL TOGETHER AND MEET QUOTAS. THESE TIPS WILL HELP YOU CREATE A SALES TEAM THAT ROCKS ACROSS THE BOARD.
KNOW WHO YOU’RE WORKING WITH
Where does your team excel? Where does it fall short? What are the strengths and weaknesses of each team member? Answering these questions will help you position your team for optimal performance.
OPTIMIZE YOUR HIRING PROCESS
Even if you’re happy with current team members, odds are you’ll need to hire again in the future. To ensure you get the right person, identify skills that will complement your team and be sure to ask strategic interview questions.
CHANGING THINGS UP? TRAIN YOUR TEAM
If you have a great batch of salespeople but need to revamp your sales strategy, training is the best way to get everyone up to speed and on the same page.
To learn more about building your dream team, onboarding new employees, streamlining your sales process, and managing time and people, download our complete Sales Training E-book.
Published November 2016 by Instructure, Inc.
© 2017 Instructure Inc. All rights reserved.
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