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