UL Case Study

UL works with PowerObjects to create a CRM training program and launch it globally to 600 sales representatives on a 4 week timeline.

Challenge
UL University needed to train six hundred sales people in the organization’s new CRM system on a four-week timeline to representatives across the globe. UL needed a partner that could develop and implement a training program around their system that could be rolled out in a short amount of time.
Solution
PowerObjects worked with UL University to develop and roll out a training program to get all 600 sales representatives trained on CRM and the sales process.
Key Benefits
  • A rapid rollout of training for sales representatives around the globe
  • Real-time Q&A during training sessions through social collaboration tools
  • A partner that not only understand the technical side of CRM, but how to train others to use it

Challenge

UL is a global independent safety science company with more than a century of expertise innovating safety solutions from the public adoption of electricity to new breakthroughs in sustainability, renewable energy and nanotechnology. Dedicated to promoting safe living and working environments, UL helps safeguard
people, products and places in important ways, facilitating trade and providing peace of mind.

UL University is the learning and development organization for UL that exists to drive a competitive advantage for UL through people.


Solution

UL chose to partner with PowerObjects to create a CRM training program that would efficiently facilitate teaching UL sales teams CRM and business processes across the globe. To do this, PowerObjects developed a Train-the-Trainer program that allowed 60 UL trainers to learn and understand the CRM system and
roll out effective training to their 600 sales representatives.

To make the training program work, PowerObjects’ education team and the UL University team came up with a blended learning approach that included instructor- led training and also a series of videos that were created as pre-learning materials. Taking a blended learning approach minimized the time that sales people were in the classroom. This allowed participants to understand the theory around the sales process and how the tool enabled the process to allow them to get a visual demonstration on how to leverage and use the tool. It also allowed them to apply the skills that they learned during the class.

“PowerObjects and UL University had to be very creative in how we created this learning experience for the participants,” says TJ Covington, Global Learning & Development Program Manager at UL. “A blended approach seemed like the best solution as this is a change initiative. It’s very important that we have our
sales leaders in front of the class, not only teaching the class, but really inspiring and educating and helping to lead the change initiative.”

The training program also included rolling out a social collaboration tools to enhance the experience for trainers and employees. During the training rollout, Yammer served as a repository for ongoing questions regarding the deployment of training and a go-to place for real-time information. Both PowerObjects and
UL had a team member dedicated to monitoring and moderating the site. Share-Point was also utilized to function as an archive where all questions and answers were stored for reference.


The PowerObjects trainers were an extremely integral part of the success of this roll out. The trainers’ knowledge of the CRM tool as well as the ability to work alongside us in training our staff was key.

Mark Granata Inside Sales Manager at UL