Analysis Case Studies
Project Management Onboarding Analysis
Lumious conducted an in-depth program analysis to determine what new hires and the three levels of PMs needed to know and do to be successful. To that information, our experts factored in the versatility request and created an “a la carte” approach to learning paths. Using the latest research into on-demand learning, Lumious proposed a program that utilizes multiple modalities, reinforcement opportunities, and other options that allow the client to develop unique paths for individual learners.
The program developed by Lumious provides over 100+ modularized learning options in 8 different modalities that combine to create customized learning paths for learners. Many of these options offer first-time training opportunities, as well as use as reinforcement or refresher options. When fully developed and implemented, the program reduces ramp-up time for new hires to work projects independently to 6 months from the pre-program 12-18 months.
Custom L&D Case Studies
From-Scratch New Hire Onboarding Program
Our client asked Lumious to analyze and design an onboarding program for three audiences within a single business group. Unfortunately, formal onboarding programs or training materials had not been created for this specific group. They relied heavily on peer learning and a mix of existing training options developed for other audiences. Lumious knew that training material was not meeting the needs of THESE learners, which led to disengagement and no knowledge transfer.
Lumious conducted an in-depth program analysis of the three audiences to determine what new hires needed to know and do to be successful in their new positions. Our instructional designer utilized that information to create a large-scale, formal onboarding program for the group. Using current best practices in onboarding, Lumious proposed multiple learning methodologies including ILT/VILT, eLearning, job aids, and formalized job shadowing to create a rich program to connect, foster, and support new hires.
The proposed program developed by Lumious provided 55+ modularized learning options in 6 different modalities that could be combined into customized learning paths for learners in all three audiences. ILT/VILT course time was reduced by more than 40% when adjusted for these audiences and by utilizing on-demand eLearning options. When fully implemented, the program will reduce ramp-up time for new hires to 1-2 months instead of the previous 3-6 months.
Custom Built Sales Manager Onboarding Program
Our client had not developed formal manager training for their sales organization. Instead, they created their own informal capabilities’ sets as needed to meet increased growth in individual markets. They reached out to Lumious to help identify what a great manager would look like and then create one unified learning program. During discovery, we experienced COVID which exacerbated the issue and highlighted the need for strong managers to create a successful salesforce. With distributed teams, they also wanted a solution to encourage networking and relationship building across markets.
Lumious interviewed successful sales leaders as well as new managers to identify the competencies that define a great manager. We developed a program roadmap with a phased development and rollout approach to account for limited availability of SMEs and limited capacity for our learners. The learning solution heavily focused on real-life application instead of theory to maximize effectiveness for the learners. Between VILT sessions we provided eLearning to convey key concepts, real life application opportunities, and learning partner activities to foster social opportunities.
The customer received overwhelming positive feedback about the impact of the program. Existing Sales Managers that were previously reluctant to dedicate time to learning requested to join for upskilling opportunities.
Custom course creation: Consulting 101
Our client asked Lumious to create a solution to encourage their employees in leadership roles to ask better questions through proper consulting with stakeholders throughout all departments. The employees needed to know the difference between “taking the order” and actively consulting with the client to determine the best solution. Lumious also needed to collaborate with the client to determine the steps in the consulting process, the key actions for each step and how to properly complete a session.
Lumious conducted an in-depth analysis to determine what learning options would be most engaging and effective. Using current best practices, a 3-step training program was developed that would guide employees through two eLearnings, combined with an instructor-led session. Employees completed live consulting sessions with an instructor through scenarios and examples specific to their organization. These elements were followed up with an 8-month email drip campaign to reinforce the learning.
The learning program developed by Lumious provided the employees with new skills that they could immediately apply to their jobs. The live role play allowed them to practice and solidify the skills they learned throughout the training program. They also benefited from 8 months of Learning Reinforcement.
Learning Reinforcement Case Studies
From-Scratch Regional General Manager Training
Quick Service Restaurant
Our client needed to create formalized and specific training for their Regional General Managers. There was a lack of consistent learning experiences across their locations. Training was also not mandatory, so it was difficult to convince employees to attend. Nationwide labor shortages caused a shift in the hiring and promoting process. This in turn created a need for training to focus on how to support the leadership, growth, and development of their teams. Lumious also wanted to foster a shift from behavior-focused to indicator-focused performance indicators.
Lumious conducted an in-depth program analysis to determine what learning options would be most engaging, effective and worth their employees’ time. Using current best practices, Lumious created a dynamic and experiential 2-day instructor led training program that engaged learners using real-life scenarios plus practical application. Easily accessible pocket reference materials were a unique addition to provide helpful tips for on-the-go.
The learning program developed by Lumious provided increased engagement and participation in the training among owners and their regional general managers. This has changed their mindset and opened the door for additional training opportunities.
The ease of use of the pocket cards has resulted in managers using them as intended. They can access leadership reinforcement on demand, which has increased overall leadership engagement.
Onboarding / Retention Case Studies
Custom Built Employee Onboarding & Retention Program
Onboarding / Retention
Our client was challenged with employee retention and customer satisfaction in its customer support unit. Lumious worked with the client to revamp its onboarding and ongoing professional development paths to encourage retention past the first year. Our learning professionals partnered with the client to revamp onboarding and ongoing professional development paths that included technical knowledge paths for on-technical audiences.
Lumious designed a 3-year program which progressed from onboarding to professional development including both customer support skills as well as technical progressions. The program blended eLearning with multiple technical certification opportunities for professional development. Within the 3-year program, employees have the opportunity to earn up to 9 different professional certifications.
Within 6 months, our client was realizing significant benefits from the program developed by Lumious. Customer satisfaction increased over 15%, from 4.5% to 4.8%. Similarly, customer dissatisfaction dropped an entire percentage point, from 3.6% to 2.6%. Additionally, productivity improved by up to 20% more customer cases being closed. Employee development continued to improve as higher performers were identified earlier in the onboarding period and given additional development opportunities.
Sales Training Case Studies
From-Scratch Custom Sales Training
Our client was transforming their sales model from transactional to strategic selling. However, many sellers weren’t successful in adapting to the long-term nature of a strategic sale. Their previous training and experiences were with customers that were tactical decision makers instead of strategic planners. Sales results were lagging in key strategic products due to this lack of knowledge and experience in engaging senior leaders. The sales team needed to understand the new decision makers’ motivations and issues in order to negotiate more effectively and facilitate data-driven decision making.
Lumious developed a core blended program with one introductory session VILT and one mastery VILT. These were intended to feel like “just a short meeting” versus a large imposition on time. Between the VILTs, we created application-based eLearnings to cover core topics including Business and Financial Acumen, Negotiations, TCO/ROI, Customer Research and Motivations. After the core program, learners participated in a manager-led micro-credential. The full program included learner engagement through activities such as co-facilitation and 12 months of learning reinforcement.
Our client stated that the program was transformative, and that Sales Managers were empowered to drive change beyond original goals. Additionally, other business units requested adapting the program for solution selling of their products.
Upskilling / Reskilling Case Studies
Upskilling Team Members
To be more competitive, our Service Provider clients asked Lumious to assist them in developing and implementing a program to upskill their Sales (AEs) and Sales Engineers (SEs) to be more “Cloud savvy”. To become trusted cloud advisors, the AEs and SEs needed to fully understand customer concerns about network design and implementation. They required a learner experience that would address not only crafting cloud solutions but also how to communicate more effectively about those solutions.
Lumious learning professionals customized two learning paths for both AEs and SEs. The SE path included 3 VILT sessions and one eLearning. The learning paths included technical certification trainings as well as communication skills. The AE path consisted of 2 VILT sessions focused on both Cloud Foundations plus Communications. Upon completion, we provided Learning Reinforcement through coaching and mentoring, a hub site with tool kits, and before-and-after assessments.
The customized Cloud Foundations curriculum has been adopted by multiple Service Provider customers to date. With their Sales teams more “Cloud savvy”, they each have already realized up to 30% increase in Cloud revenue.