WEBVTT

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So you may be wondering
how to actually scale

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your learning when you have
a global diverse sales force.

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It's tricky.

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When I think about doing this
and doing this exceptionally

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well, I have to admit,
this is an area that

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has been challenging for me.

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It's been challenging
for LinkedIn.

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And I think it's
been challenging

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for companies across the globe.

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But when I boil it down to
the top things to consider,

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I think there are three.

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The first is how you leverage
your sales managers at scale.

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So if you have a
global diverse team,

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it means that you have
managers all over the globe.

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They are your largest
point of leverage.

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If you are depending
on yourselves

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as a talent professional to
scale, it simply won't work.

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But really empowering
the sales manager,

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bringing them into your
process and using them

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as the primary point of
scale, is number one.

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It's all about
creating a culture

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of learning and teaching
from each other,

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across the sales organization.

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It's a very special thing
when you can empower reps

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across the globe to share what
they know, share their best

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practices.

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And you as a talent
professional can be,

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essentially, the curator, right,
when you gather all of these

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and then share out what
truly best looks like.

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What can be really
helpful here is

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if you have a consistent
sales methodology,

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whether that's your
own that you've built

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or you're leveraging some of the
great methodologies out there.

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When you have that and you
can codify the best practices

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and scale them
through technology,

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through social versus
formal programs,

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you get much larger reach.

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Third is around scale
through online learning.

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LinkedIn has a big
vested interest here.

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We're huge believers of online
learning through linda.com.

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And we have essentially
leveraged Linda

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to really up level
our organization

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and create massive
amounts of scale.

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And I recognize that
Linda's not the only way.

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We also build custom e-learning,
custom videos, short nano

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learning, anything
that you can think

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about that can touch users
in their workflow, touch

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salespeople in their
workflow, on their phones,

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in their CRM versus having
to go outside somewhere else.

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And doing that
just in time, right

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when they need it through
the sales process,

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can be incredibly
effective in really

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helping people learn on the go.

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