Impact
Achieving Readiness through Learning Opportunities
Go to Market Enablement • Sabre
Project owner
Content developer
Trainer
LMS (Litmos) Admin
NOTE: Similar GTM projects achieved in previous roles at CommScope, Symplicity, and Hobsons.
Impact
Opportunity pipeline value (in $Millions) (one product line)
%
Essential team program completion
%
Reported confidence and ready to engage with prospects and customers
Situation
At Sabre, seven (7) new products were going to be released at the end of 2018. Product management requested training to equip essential teams to be aware of the new solutions.
More Info
- Five (5) new products to be release in October 2018
- 165 sales and customer service team members
- Merged sales organization
- Cross-training needed
- Equip essential teams to be ready to engage prospects and customers
Task & Activities
In order to successfully enable essential teams to be ready to engage prospects and customers, a comprehensive enablement and training program needed to be created to ensure team readiness.
More Info
- Identified and created project team led by SMEs
- Created workstreams (prep, approval, training method, comms, development)
- Created a project plan which included schedule, timeline, milestones for each workstream
- Created the training curriculum
- Developed and designed some training program materials and assets (e.g., print, eLearning)
- Wrote some copy for the communication plan
- Identify what and how teams were going to be assessed
- Gained project plan approval from stakeholders
- Collected feedback and approval of curriculum
My Contribution
To meet this GTM launch, a team effort was necessary to meet project and program goals. Here are a few of my contribution to this project.
More Info
- Managed workstreams/assign owners
- Directed guidance and direction on enablement curriculum, program, and learning assets
- Collected, analyzed, documented, and disseminated data on learners’ learning event participation and completion (e.g., CRM, LMS, survey; artifact usage, etc.)
- Conducted progress meetings to key stakeholders
- Delivered product trainings
- Configured and prepared LMS
NOTE: Case Info does not reflect nearly all comprehensive elements, from concept to completion (e.g., artifacts, tasks, activities, contributions, goals, results), of this project.
Project Team
Sales Enablement & Training
Instructional Designer
Sales Trainer
Product Marketing (3)
Product Management (3)
System and Salesforce Analyst
Instructional Design Company (external partner)
Executive Sponsors
Senior Director, Product Marketing
Sales Operations Director
Vice President of Sales
Vice President of Product Development and Management
Case Artifacts
Go to Market Enablement & Training Schedule
An overview of the program schedule. This was agreed upon by all stakeholders.
Seller Expectations
Expectations were clearly outlined and communicated to the essential team members (sales & customer success).
Certification Scorecard
Key training outcomes were assessed to ensure that sellers were ready to engage prospects and customers in the new solutions.
Cross-Training Course
To level-set knowledge, legacy sellers had to participate in prerequisite in-person and eLearning training to learn a new line of business. Lifecycle of a Flight was a prerequisite course for team members who were legacy members from the sales organization restructure.