In an effort to reduce sales workforce turnover, Gilbane Building Company introduced the Business Development Onboarding Platform (BDOP) in 2020. This initiative was proposed by a senior business development manager and aimed to provide new BDMs with dedicated coaching and training support.
Program Details
BDOP is a unique curriculum designed for new BDMs, focusing on coaching. It is the first field training program at Gilbane that features a full-time coach dedicated to the business unit. Key themes of the platform include fostering collaboration, good judgment in pursuing projects, and advocating for skilled project teams.
- Developing a culture of collaboration between BDMs and Operations personnel
- Good judgment to pursue appropriate projects
- Internal lobbying for skilled project teams
Aside from coaching, BDOP consists of online modules, action learning projects, and instructional videos. The program was developed in 2022 and extended into 2023. BDMs undergo training on various aspects such as Gilbane’s Sales Lifecycle, project preselling, pursuit management, and financial acumen.
- Gilbane’s proprietary Sales Lifecycle
- How to presell construction projects
- Pursuit management
- Capture planning
- Networking
- Collaborating with internal partners
- Differentiating services offered by Gilbane
- Financial acumen
Each module includes a self-paced course and an action learning plan to facilitate skill transfer. The program integrates real-life pursuits into training to enhance learning and practical application.
Personal coaching continues beyond the initial training period. Additionally, new BDMs participate in an annual sales conference featuring guest speakers, client panels, and leadership lectures.
Results
Analysis revealed a 10% reduction in turnover since the launch of the onboarding program. Trained BDMs showed a 49.58% increase in sales compared to the control group. The program has also been instrumental in attracting new talent during recruitment.
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