So you may be wondering how to actually scale
your learning when you have a global diverse sales force.
It's tricky.
When I think about doing this and doing this exceptionally
well, I have to admit, this is an area that
has been challenging for me.
It's been challenging for LinkedIn.
And I think it's been challenging
for companies across the globe.
But when I boil it down to the top things to consider,
I think there are three.
The first is how you leverage your sales managers at scale.
So if you have a global diverse team,
it means that you have managers all over the globe.
They are your largest point of leverage.
If you are depending on yourselves
as a talent professional to scale, it simply won't work.
But really empowering the sales manager,
bringing them into your process and using them
as the primary point of scale, is number one.
It's all about creating a culture
of learning and teaching from each other,
across the sales organization.
It's a very special thing when you can empower reps
across the globe to share what they know, share their best
practices.
And you as a talent professional can be,
essentially, the curator, right, when you gather all of these
and then share out what truly best looks like.
What can be really helpful here is
if you have a consistent sales methodology,
whether that's your own that you've built
or you're leveraging some of the great methodologies out there.
When you have that and you can codify the best practices
and scale them through technology,
through social versus formal programs,
you get much larger reach.
Third is around scale through online learning.
LinkedIn has a big vested interest here.
We're huge believers of online learning through linda.com.
And we have essentially leveraged Linda
to really up level our organization
and create massive amounts of scale.
And I recognize that Linda's not the only way.
We also build custom e-learning, custom videos, short nano
learning, anything that you can think
about that can touch users in their workflow, touch
salespeople in their workflow, on their phones,
in their CRM versus having to go outside somewhere else.
And doing that just in time, right
when they need it through the sales process,
can be incredibly effective in really
helping people learn on the go.