The process of bringing reps to a central location for classroom training was also costly and time-consuming. And PPS wanted them to get some practical field experience first, so that they would have some context and get more out of the training.

Launched in 2006, the new system of assessments and compliance tracking (internally branded as FastTrack) required new sales people and managers to take 16 assessments, most during the onboarding process. Additionally, annual compliance assessments confirm employees’ continuing competence and help PPS demonstrate to an accrediting agency that the correct procedures are being followed. The assessments replaced classroom training, and now employees learn from their managers and demonstrate competency without having to waste valuable field time.

Each assessment has 25-35 questions. Two assessments are online, while the rest are oral. For oral assessments, a sales rep takes the assessment from his or her manager, who then fills out the assessment online. Perception’s e-mail tool immediately alerts all necessary parties about the employee’s score and compliance status.

“The oral assessments are our way of keeping one-on-one communication in the process despite the online method,” says Janet Ladd, training development manager for PPS.

“Perception has really changed our onboarding process,” Ladd says. “We’re a quickly growing and decentralized company, and that means the potential for many interpretations for the same procedure or goal. Perception has helped us to involve our managers in establishing consistent standards across the organization, and to hasten our communication so that questions about standards get answered sooner.”