Webvent Academy

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New Rep on the Block – RSA’s Onboarding Success Story

Wednesday, August 14, 2013 12:00pm - 1:00pm EDT  
Host: Association for Talent Development
By: Kristen Gleason, Sr. Sales/Technical Education Consultant, RSA and David Oconnell, Dir., WW Sales Enablement, RSA

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So you have a new sales rep starting in your organization—how do you ramp them up? Do you have an effective plan in place, or are you struggling to create an effective sales onboarding process? This is the challenge RSA’s sales training team faced with enabling its inside sales team. This session will highlight the overall approach they took in gaining executive commitment, and will show how they built a world-class curriculum with limited resources.

RSA went from minimal training to full onboarding programs for two different inside sales roles. The result is the fastest ramp-up time for reps that RSA has ever seen. Kristen Gleason & David O’Connell will talk about the key approaches that led to the success of this effort, including: incorporating an “it takes a village” methodology, making their nternal customers a success, and building trust with their constituents.


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Kristen  Gleason
Kristen Gleason

Sr. Sales/Technical Education Consultant, RSA

As a senior sales/technical education consultant for RSA: The Security Division of EMC, Kristen Gleason provides internal consulting and designs ILT/e-learning course development. She is a seasoned training and development professional with more than 16 years of experience at leading organizations such as RSA, Monster Worldwide, Comverse, and Putnam Investments.

Kristen’s training specialties include needs assessment, gap analysis, training design, facilitation, and course development. Kristen is a past presenter of ASTD, SHRM, and NEHRA, and she was featured in a T+D magazine article titled "A Monstrous Welcome." In addition to being certified in various Training Magazine, Langevin, and Achieve Global programs, she received her MS in Training & Development from Lesley University, and a BA from Westfield State College, where she also received her MA State Teaching Certification in Secondary Education. 

David Oconnell

Dir., WW Sales Enablement, RSA

David O'Connell is Sr. Manager of Worldwide Sales Training for RSA: The Security Division of EMC. David has been with RSA for 12+ years in both the technical and sales training groups within RSA Education Services. His team is responsible for sales methodology, product and services sales training to internal (Field and Inside Sales Teams) and external (Channel resellers) audiences. They also manage an onboarding program and conduct a week long new hire boot camp for all field sales. Prior to RSA, David held various roles in Marketing, Sales, and as an independent consultant performing workflow analysis and course development and delivery in both ILT and eLearning modes. David is certified in various solution selling training methodologies, and received his Bachelors of Science from Southern New Hampshire University.

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