project sample - liz tracy
TRANSCRIPT
Onboarding programs Challenge:
Introduce two new roles into UnitedHealthcare’s sales structure, designed to bring greater efficiencies and productivity to their sales force
Design solution: An onboarding program combining self-study and leader-led activities and events
Deliverables: pre-work assignmentsonline modulesmentoring activities job shadowingmanager-led activities leader-led workshops
Impact: Trained over 300 sales professionals while minimizing time away from work and accommodating different learning styles
Project reference: Jacqueline Hetherington, Sales Training Manager
Blended training Challenge:
UnitedHealthcare wanted to improve their sale force’s ability to describe and sell consumer-driven health products
Design solution: A multi-phased certification program featuring a blend of self-paced study and manager-led activities
Deliverables: self-study job aidsmanager-led reinforcement guidesituation based on-line evaluation strategic business planning guide
Impact: Trained over 1,000 sales professionals through a flexible and compelling series of tools
Project reference: Jacqueline Hetherington, Sales Training Manager
Web-based training Challenge:
UnitedHealthcare needed to prepare sales professionals to launch a new tool which brokers use to help their clients choose a healthcare package
Design solution: An hour-long webinar for sales professionals which reviewed the tool functionality and allowed for learner questions
Deliverables: Slides with animation and leader script broker job aid
Impact: In one week developed a tool to train over 300 sales professionals
Project reference: Angie Piatt, Sales Training Manager
Web-based training
Challenge: National Financial clients needed easy-to-use instruction on complex tools
Role: Served as lead designer to create a client library; a collection of web-based training resources
Impact: Coached a team of three as we created 14 high-impact interactive modules
Project reference: Kathleen Horton, Program Director
Manager-led training Challenge:
UnitedHealthcare wanted their experienced sales professionals to take their skills to the next level
Design solution: A program where sales managers led their teams through a video-taped role-playing activity
Deliverables: leader guideobservation checklist employee preparation guide
Impact: The activity gave experienced sales professionals a focused time and place to practice skills, receive feedback, observe their peers and make improvements
Project references: Melinda Rains, Sr. Director Sales Training Strategy
Leadership development programs Challenge:
Lilly’s leadership development program needed redesign and strengthening
Design solution:
A cohesive 8-month onboarding program which tied together a series of blended learning experiences and allowed for more productive classroom time
Deliverables: self-paced, reflection activitiesweb class slides and leader guidesperiodic leader-led classroom events review activities
Impact: An easier to run program which allowed new sales managers to practice using skills and receive feedback, as well as discuss experiences to mentor each other and build expertise
Project reference: Dane Roberts, Consultant, Sales Leadership Development at Eli Lilly and Company