Unlocking Success: The LEVEL+ Framework Propels Client Growth
In the dynamic world of scaling technology companies and GTM enablement, having a proven model that guides clients through strategic planning and execution is critical to success. Enter the LEVEL+ framework, our signature methodology that has been meticulously curated as the backbone of enablement programs and drives tangible business results for our clients. Let's explore LEVEL+ and how it has been utilized by our clients.
Understanding the LEVEL+ Framework
At the heart of our approach lies the LEVEL+ framework, a proprietary model developed and honed to serve as the cornerstone of our client engagements. Built on the principles of revenue enablement, instructional design, and fueled by our deep industry expertise, this framework provides a roadmap for navigating the complexities of modern business environments with the confidence and clarity that produce results.
Phase 1 - Foundation Building
Our journey begins with laying a robust foundation for training and enablement initiatives. Through meticulous analysis and strategic planning, we identify the core knowledge and skills essential for success in each client's unique context. We also address alignment within the client organization, prepare for the training event, and design pre-work that sets the stage for learners. This phase ensures that programs are aligned to the client’s overarching organizational goals and designed based on executable objectives that equip participants with the necessary skills they need to perform in their roles.
Case study example:
One of our clients, a global enterprise communications company, had experienced exponential growth and needed to reassess the effectiveness of their sales process. We worked in collaboration with the global enablement and sales leadership teams to:
Define the executable objectives of the program
Align the initiative to metrics on customer engagement, revenue conversion, and process adherence within the revenue organization
Audit and revamp of the existing sales process to address value selling strategies, as well as segments, markets, and geographies
Assess skill levels of each training cohort and assign pre-work to level set core expectations and conceptual frameworks
Design a training program and global implementation plan for the sales teams
Ensure systems support for the new sales process
Phase 2 - Skill Acquisition
With the foundation firmly in place, we pivot towards skill acquisition – the process of honing specific competencies and capabilities tied to the program’s objectives. Leveraging a combination of interactive workshops, immersive experiences, and tailored training modules that can be delivered in a blend of live and asynchronous sessions, we empower individuals to deepen their expertise and proficiency in targeted areas. This approach curates a learning experience that supports higher levels of performance and execution moving forward.
Case study example:
Following our global communications client example, the training roll out for the new sales process was a phased endeavor. We started with regional training for sales leaders to address the management components of the new sales process. These trainings included asynchronous learning, facilitated live training, and interactive workshops portions within the live training. This model was replicated to deliver a training program for the selling teams, focused on stage level execution within the sales process.
Phase 3 - Utilization & Adoption
The final phase of our framework revolves around translating newfound skills and knowledge into meaningful action. Through strategic guidance and ongoing support, we assist clients in seamlessly integrating learning outcomes into their revenue generating representative’s daily workflows and business practices. By fostering a culture of adoption and continuous improvement, we ensure that our efforts translate into tangible results.
Case study example:
Continuing with our client example, after the initial launch, reinforcement workshops and resources were layered over several months to ensure process adoption and skill development. Reinforcement and resources included:
Sales manager workshop series to build process management skills focused on Deal Management, Deal Velocity, Conversion Rates, and Joint Engagement Plans
Accountability partners and application exercises for sales managers between workshops
Stage level reinforcement training for sales reps with practical applications to support skill development and process execution
Sales Process Coaching Guide for sales managers, including MEDDPICC criteria
Sales Process Key reference guide for stage level objectives, exit criteria, and activities
Closing Thoughts
This client was committed to pursuing a holistic approach that addressed all the elements required to build sustained change and performance. Not only did their program follow our LEVEL+ framework through all three phases, they were diligent about enabling the revenue producing teams and their managers. This approach allowed them to build on the training roll out by pursuing ongoing coaching programs that fostered skill adoption and refined their execution over time – ultimately producing the results they were looking for related to customer engagement, revenue conversion, and process adherence!
Learn More
We hope this post has given you food for thought and inspires you to evaluate your program design and implementation. If you would like more information about our consultancy, please visit our website or contact us directly at info@level213.com.