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March 31, 2020

How Qventus Built Rapid Sales Onboarding for a Remote Workforce

Sales rep speaking with a doctorHealthcare is one of the most important—and complex—industries in the world. In the current global health crisis, the access to healthcare has never been more critical. Medical science has taken huge leaps forward as new treatments and delivery systems become available. But we’re seeing that operational processes have not kept up.

Health systems rely on the heroic efforts of doctors, nurses, and frontline managers. But these take an enormous toll, causing high levels of burnout for frontline teams. This manual approach is also inefficient, costly, and results in varying quality care.

Software company Qventus was founded to address these issues and simplify how healthcare operates. Headquartered In Mountain View, CA, the company offers an AI-based software platform that optimizes patient flow across the hospital, including emergency departments and inpatient units.

Rapid Growth Drives the Need for Standardized Onboarding

Named one of Fast Company’s Top 10 Most Innovative Companies in Health for 2018, Qventus has grown rapidly. The demand for its solutions quickly outstripped the capacity of its small sales force, pushing it to hire new talent at a much faster rate. The company needed to expand its sales team to hit its revenue goals.

Pete Giliberti, Director of Sales Training and Enablement, knew he had to build a formal training program. With an almost totally remote workforce, he wanted a platform that would promote communication and collaboration among the reps without requiring them to be in the same location or the same time zone.

“In the early stages of our company, we never really put together a standard onboarding program,” said Giliberti. “It was more baptism by fire.”

Giliberti knew the key to attracting and retaining top talent was to boost engagement among new hires. It was critical that the onboarding process introduce them to the Qventus culture and make them feel at home quickly. A big part of the challenge was creating the content necessary to build a robust onboarding program in a short turnaround time.

Qventus’ VP of Sales recommended Allego’s sales learning and readiness platform. As soon as Giliberti saw its mobile video capabilities, he was sold. “I didn’t need to look anywhere else. I’ve never seen that kind of functionality in any other platform,” he said.

With Allego, Giliberti was able to build a high-quality sales training and enablement program almost overnight, creating several courses before he went through implementation training with Allego’s customer success team. Giliberti quickly saw reduced ramp times as he melded a group of geographically distributed reps into a cohesive team with a strong corporate culture.

“There is no way I could’ve built and delivered an onboarding program with such high production value by myself in such a short amount of time without the Allego platform,” said Gilberti. “And the program is already proving to be effective. We’ve now got reps reaching a critical milestone in our sales process within the first three months of getting hired. That used to take six months.”

Training on the Go for Remote Teams

For Qventus, the ability to share knowledge and access content on the go is critical to successful onboarding and continuous learning. Not only did Allego give the company tools to build and execute a successful onboarding program for new reps, it also gave them the ability to conduct ongoing training, coaching, and deal prep remotely as they continue their careers.

“It lets us provide coaching and feedback in real time without having to coordinate schedules where everybody on the team (or on a deal) can get together to review or go through new product training,” said Giliberti. “Being able to have a new hire record themselves—which forces them to practice—and then submit on their own time so the rest of the team can provide feedback is hugely important for a geographically dispersed team like ours.”

Harnessing User-Generated Learning Content 

Allego’s platform has also proven to be a fast and convenient mechanism for Giliberti— as well as sales reps, marketing, and other employees—to create valuable learning content on the fly. This content is critical for sales onboarding and the go-to-market organization’s training and coaching programs.

Qventus’ continuous learning practices are powered by user-generated content created in Allego, including:

  • Field Updates. Whenever the sales force needs more information on a topic, Giliberti creates a five- to seven- minute video and posts it to the continuous learning channel. Before weekly meetings, he sends an email with links to the new training content so everyone can access the information in Allego. He also inserts links into the videos that lead to other content, so there are multiple ways for reps to access the content.
  • Best Practices. Qventus created a “sales sandbox” where team members share their best practices and answer questions. After customer meetings, reps will record a quick video of something that worked well. ‘Here’s what I said, why I said it, and how the customer reacted.’ It’s a place where everybody on the team contributes.
  • Cold Calls. Reps record themselves making cold calls so that other reps can hear their delivery and learn what prospects are saying back. Giliberti then quickly adds quiz questions, interactive prompts, and chapter markers and includes them in learning paths or on-demand video channels and playbooks.
  • Point-in-Time Coaching. As reps go through onboarding, each one is given their own feedback channel. Giliberti and their direct manager have access to it and provide feedback inline on any recorded exercise videos that they do. Giliberti can review all the feedback to help managers fine-tune their coaching.
  • Learning Library. Using Allego, the company also built a library of learning resources on topics ranging from healthcare operations and technology to meeting preparation. It’s a one-stop shop for any information or tools the sales team needs for a deal.

Giliberti is solely responsible for creating and distributing training content, and credits Allego with giving him the tools he needs to keep up. “I don’t have a team that’s supporting me and building this,” said Giliberti. “Fortunately, Allego is a very easy-to-use tool that’s super intuitive so I can lean on others in the organization to create content. They simply record themselves on sales calls or while prepping for meetings and I can then use that content to show other reps what ‘good’ looks like.”

Strengthening Company Culture and Engagement

Giliberti has seen excellent engagement with Allego by the reps. One new hire said that the Qventus onboarding program was better than his previous company’s—an established organization with 7,000 employees.

In addition to promoting collaboration, Allego has strengthened the company culture. The platform helps new hires feel at home faster and reassures them that they made a wise choice in joining the company. It also gives Giliberti and other managers a chance to build deeper connections with their remote teams by introducing new hires to their colleagues before they meet in person.

“Working with a platform like Allego for onboarding and continuous learning— and seeing the high-quality learning content and programs the platform lets you produce—promotes the idea that reps made the right choice to join us,” said Giliberti. “It helps reps feel more comfortable quickly because of the structure and level of professionalism that Allego brings to our onboarding and other learning programs.”

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