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Active users in Mindtickle, with over 200 in sales
Reduction in live training sessions
Reduction in ramp time of new reps, from 69 days to 52
Trimble Viewpoint lacked a scalable onboarding program. A four-week, in-person bootcamp run by a two-person enablement team was time-consuming, hard to repeat, and couldn’t support the company’s rapid sales growth.
By deploying Mindtickle, Trimble Viewpoint built a repeatable, data-driven onboarding program in six months. They scaled enablement, reduced ramp time by 28%, and increased seller success with ongoing training and clear performance insights.
Trimble Viewpoint is a leading global provider of integrated software solutions for the construction industry. Their software enables customers to integrate construction operations and project management to improve project profitability, enhance productivity, manage risk, and effectively collaborate across the broad construction ecosystem.
HEADQUARTERS:
Oregon
INDUSTRY:
Computer Software
COMPANY SIZE:
501-1,000
HEADQUARTERS: Oregon
INDUSTRY: Computer Software
COMPANY SIZE: 501-1,000
Trimble Viewpoint didn’t have a sales onboarding program. New hires would onboard in a four-week in-person “bootcamp,” which was not a solution conducive to repeating or scaling. On top of this, it consumed all the time of the sales enablement team, which at the time was just two people.
With more than 8,000 clients worldwide, Trimble Viewpoint’s innovations are transforming the construction industry by fully integrating operations across financial and HR systems, project management tools, and mobile field solutions. In 2019, they hired 70 sellers — poised for growth, they needed a way to scale their sales enablement function.
They deployed Mindtickle, launching their first onboarding program six months later. They used the analytics-driven enablement dashboards to track the readiness of the sales team, including course completions and certification.
Trimble Viewpoint competes in a complex and dynamic space and doesn’t compromise on giving sales teams all the help they need by empowering them to communicate the value of their software solutions while staying on message and on task.
The team sets weekly milestones for new reps to achieve in order to ensure they’re staying on top of their onboarding schedule. These milestones help leadership understand how sellers are progressing and whether they’re ultimately going to be successful.
And status checks aren’t just for new sellers. Using the Mindtickle platform, the enablement team tracks engagement of ramped reps based on training completion and successful submissions each week. Trimble Viewpoint’s data analysis demonstrates that sellers who are engaged in training (via Mindtickle) are 50% more likely to exceed quota. Since they can prove this correlation, it means their sales directors can coach sellers to complete training and view the weekly communications, all of which is assigned and tracked in Mindtickle.
“We have direct evidence that sellers who have a higher level of engagement, including in their Mindtickle training and communications completions, are 50% more likely to exceed quota.”
Beth Shirley
Director, Sales Learning & Enablement
The Mindtickle platform enables the team at Trimble Viewpoint to create content and modules that appeal to the ways in which their sellers learn best. One of the ways they do this is through short videos. They find that the key is to keep them under five minutes in length, instill a sense of humor, and ensure they cover key points only.
The main reason the Trimble Viewpoint team likes using this approach is because videos are easily accessible and aligned with how their reps prefer to consume content. These videos can be watched on mobile, can be sped up, are digestible, and, most importantly, are actionable. Every short video is immediately followed by
a quiz question to reinforce learning.
The Trimble Viewpoint team has leveraged Mindtickle to build out a comprehensive onboarding program to engage their reps from day one, but their use of the platform for training certainly doesn’t end there. They also love using Mindtickle for continuous learning modules — a site known internally as “The Campus” — in the form of best practices from seasoned reps. The team has found it particularly effective to record interviews or feature advice in videos for more reps to learn from.
Trimble Viewpoint also uses Mindtickle to engage reps with activities. One example is an annual competition that requires sellers to record their business plans to be evaluated by a panel of judges. The presentations are recorded and then played back through Mindtickle. Prizes, as well as the opportunity to present to the executive team, are usually on the table. Competitions like this that incorporate seller knowledge are simple ways to keep reps participating and evolving in their roles.
“The Campus is a tremendous resource that provided me direction and focus to learn an entirely new industry in a short amount of time. The selfpaced modules are incredibly engaging, interactive, and helped me learn while in my office or on the go. Through the mentorship of Beth Shirey (and team) and with limitless access to the breadth of resources in The Campus, I was able to successfully onboard quickly and achieve 150% of my quota.”
Customer Service Representative
Menemsha Group is no longer offering training as an “event;” instead, it takes a completely outcome-driven enablement approach. Some of its clientele were hesitant about this new approach, as they were already leveraging other training libraries available to anyone for free online. “It’s great to have a massive library of content, but you’re basically telling your salespeople that it’s okay for them to adopt anything they want,” said Fisher, “Part of an enablement platform is to get everybody on the same page with the same message following a common methodology.”
By delivering a platform that tracks key competency development, Menemsha Group’s clients can establish benchmarks for what good looks and sounds like, empowering employees to take skill-building into their own hands. Furthermore, preaching the importance of ongoing engagement via Mindtickle to truly impact performance, Fisher is positioning himself as a thought leader in his industry and differentiating Menemsha Group from its competitors.
We began all of this with a defined governance model and operational processes, executive buy-in and champions across the company, metrics to map back to, and a plan to ensure adoption would be seamless. Without taking these initial steps — and, of course, Mindtickle powering Splunk Coach — Splunk wouldn’t have been able to attain a culture of coaching.
Krishna Saw
Director of Digital Transformation & Adoption
active users in Mindtickle, with over 200 in sales
reduction in live training sessions by 75
Raised training completions to 90% and above for key initiatives.
reduction ramp time of new reps, from 69 days to 52
Positive feedback from reps, accelerated new representative onboarding, leading to increased success
Improvement in online training scores.
Optional section for a short summary of the video
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