According to Thomas, “We’ve had more feedback being delivered and received over the past two months with Bigtincan Learning Hub, than within the last five years.” Bigtincan Learning Hub’s Machine Analysis, which automatically reviews their videos for filler words, rate of speech, and facial expressions, has been crucial since the pandemic, as most selling is now taking place via Zoom. With Bigtincan Learning Hub’s video coaching tool, managers can deliver continuous feedback to reps and better assess their teams’ readiness. Prior to using Bigtincan Learning Hub, OwnBackup’s sales managers didn’t have an easy way to review rep performance. When asked about the effectiveness of courses in Bigtincan Learning Hub, one OwnBackup rep had this to say “Making my way through the Backup & Recovery course right now, and it’s a great refresher on the core product! I highly recommend the Archiver course, which I took part in during the pilot, which has a ton of new information, even for more seasoned account executives.” Training content can be updated over time and accessed on-demand, which takes the pressure off technical staff and managers to train reps, so they can spend more time assisting with deals and working toward company objectives. According to Thomas, “We now have a scalable process for ensuring our employees are genuinely owning OwnBackup messaging and knowledge.” And word has spread- other departments across OwnBackup have begun using Bigtincan Learning Hub for new hire onboarding as well.Įxisting sales reps leverage Bigtincan Learning Hub for all training courses pertaining to products, messaging, sales skills, and processes. Onboarding with Bigtincan Learning Hub has worked so well that the company is seeing a faster return on investment for new sales reps with many closing deals within their first month. Thomas says this has strengthened the onboarding boot camp sessions because reps can take introductory courses in Bigtincan Learning Hub, so they’re prepared before they attend. Thomas said Bigtincan Learning Hub is a key component in this initiative, stating, “Our investors were pleased to see that we’ve capitalized on a platform to scale our L&D efforts and truly be able to measure and coach the effectiveness of our sales force.”Īll new sales hires now use Bigtincan Learning Hub for all their training needs, even before their first official day. Halfway through 2020, OwnBackup’s sales team began doubling its headcount (30+ reps each quarter) to meet the demands of its swift growth. The result of this is known internally as OwnBackup University, with over 30 courses and growing! Pre-boarding and faster ROI from sales hires He could also empower sales managers to use Bigtincan Learning Hub’s coaching tool to establish a continuous feedback loop with reps and facilitate practice for virtual sales meetings.
OWNBACKUP ARCHIVER UPDATE
Thomas identified Bigtincan Learning Hub as a solution that could help him standardize onboarding, create and manage training materials, and give reps a way to practice skills via video coaching.īigtincan Learning Hub allowed for more flexibility so Thomas and subject matter experts could easily create training and update content as needed. Standardizing onboarding and empowering sales managers To improve readiness, Thomas began making the case for a sales readiness platform. The sales team also relied on Google Drive to store all its training and content, including Zoom recordings of meetings, playbooks, and battlecards, but this didn’t allow for an easy way to train and coach reps, identify skill or knowledge gaps, or measure rep readiness.Īnd when the COVID-19 pandemic hit, reps were forced to shift all their face-to-face meetings overnight to virtual, requiring immediate new skill sets. However, the latter process was up to each sales manager, leaving too much variation across new reps’ learning paths and ramp-ups that took too long. New reps were typically onboarded at in-person boot camps and then received manager-led training.
OWNBACKUP ARCHIVER SERIES
OwnBackup was experiencing rapid growth, and for Thomas Cheriyan, head of sales enablement, that meant addressing a series of challenges across the field sales organization.
Streamlining sales training in the midst of rapid growth and the move to virtual sales
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