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Housekeeping • If you can’t hear anything right now, please let us know in the chat function. • We’ll send both the slides and and recording afterwards. • If you have any question as we go make sure to ask them! We’ll get to as many as we can at the end.

Paul Bleier Director of Sales Enablement, TELUS • 15+ years experience building professional and educational experiences • Helped found the TELUS Transformation Office • Member of TELUS Sales Performance Culture team • Led the design and delivery of the TELUS Sales Academy

1 Digitizing and expanding our national onboarding experience for TELUS Sales professionals From To Classroom facilitation, forms, heavy Self-directed learning programs, vPlaybooks processes & Microsoft SharePoint and customer milestones right in SFDC

1 Digitizing and expanding our national onboarding experience for TELUS Sales professionals Key takeaways for onboarding ✔ Secure sponsorship to go digital from sales leadership by linking to expected productivity improvements ✔ Tailor go-forward productivity milestones based for each segment/channel ✔ Mix and match learn, practice and apply activities to build seller confidence and allow time for feedback ✔ Scavenger hunt across your organization and you will curate enough to get started ✔ Identify your SMEs for new content early in the design process to avoid delays ✔ Involve product and marketing team by appealing to their need to get in front of Sales.

2 Evolving our sales messaging frameworks from the classroom to the cloud From To Time and resource intensive national 45-day on-demand program with bite sized 2-day classroom training events modules for learning, practice and leader feedback

2 Evolving our sales messaging frameworks from the classroom to the cloud Key takeaways for sales messaging ✔ Be bold. You can convert more of your ILT than you think to a more distributed and on-demand model ✔ Sales messaging training is a great candidate for digitization as they support both employees and customers ✔ Virtual real-plays are effective to sustain learning if adequate time is given and sales leadership is active ✔ Look for ways to centralize your sales messaging content to scale best practices and success stories ✔ Grade “A” user-generated content can be re-purposed to support social selling and top of funnel activities

3 Elevating our technology and solution knowledge (“aka Product Training”) From To Exclusively live event and VILT training Contextual videos, resources, practice pitch rooms, with minimal follow-up/follow-through mini-programs and live funnel reports

3 Elevating our technology and solution knowledge (“aka Product Training”) Key takeaways for tech & solution knowledge ✔ Videos and podcasts are powerful mediums to hold the attention of an increasingly distracted sales force ✔ Identify ways to integrate bespoke learning into each sellers day-to-day sales workflows ✔ Make the time to educate product and marketing on your sales process and messaging constructs ✔ Offer sellers safe spaces to practice new product pitches before customer hear it ✔ Always include real-world customer activities to lock in the learning and build pipeline ✔ Blended learning strategies work well when digital training is used to warm up the channel

Summary 1. Understand the needs of your sales organization ✔ Secure sponsorship from sales leadership by linking your project to sales outcomes ✔ Customize programs to suit the needs of different segments 2. Be bold in your ILT conversion ✔ You can convert more of your ILT than you think, and it doesn’t have to just be a 90-minute training session. ✔ Sales messaging training is a great candidate for digitization as they support both employees and customers, and can be centralized to scale best practices / win stories 3. Know your audience: your sales team ✔ Blended learning strategies, P2P content, videos, and podcasts all work to engage reps ✔ Tie your programs back to revnue activities and milestones your sellers care about ✔ Integrate your enablement in the day-to-day workflow of your sales teams

Questions? Outcome-Based Enablement built 100% inside Salesforce Build programs that automate sales milestone achievement. Enable sellers to hit metrics sales leaders care about. Attribute enablement programs to revenue results Get insights to optimize programs for business outcomes Learn more at LevelJump.io