Uses Lessonly to Improve New Rep Productivity by 40% while Reducing Ramp Time by 67%
Determined to make government information more accessible and actionable, FiscalNote wants to build the world’s most powerful platform for analyzing government risk and opportunity.
For a long time, FiscalNote ran standard, ad hoc training. “We had a basic onboarding process; we sat down with new hires, explained our sales process, and then asked them to shadow more tenured members of our team,” explains Tom Guthrie. “We’d also have sporadic training focused on changes to our sales process or product. Occasionally, managers would lead training sessions, but there was very little in the way of organized regular training or onboarding.”
In about six weeks, FiscalNote’s business development team doubled from 20 to 40 to meet ambitious revenue goals. To cope with this influx of new hires, the BD team needed a new onboarding plan. “This process needed to be repeatable, scalable, and above all, effective,” says Tom. Their new training process took form in the following steps:
- Determine the high-level goals of the training.
- Outline the skills that business development associates and sellers would need to succeed in their roles.
- Decide what learning would be most effective for each skill.
- Create the appropriate Lessons, both online and in-person.
“Lessonly was invaluable in delivering content, expediting the onboarding process, and ensuring accountability.”
For new business development hires, Tom created 30 Lessons with Lessonly (ranging from competitive intelligence to advanced cold calls). New sellers went through those same Lessons, as well as more than 10 Lessons covering seller-specific topics. “Automating much of the informational learning process through Lessonly allowed us to focus in-person training time on core skill development.”
FiscalNote’s business development team has enthusiastically embraced Lessonly with other revenue departments following soon.
“The results of this process change were quite positive,” Tom remarks. “We decreased ramp time of our new BDA hires to one-third of the previous time and decreased ramp time of our new Seller hires to one-fourth of the previous time, while increasing the knowledge and effectiveness of our new hires.”
“By decreasing these new hires’ ramp times, we saved about 1,100 days of employee productivity,” Tom tells us. “In addition, new BDA hires showed about 40% higher initial productivity levels compared to our existing team members. In sum, Lessonly has been a valuable partner in helping us meet our training goals.”