WEX Sales University

We’re committed to giving WEX sales professionals the tools they need to succeed on the job and to grow professionally. For those joining the company, that support takes the form of WEX Sales University, a one-year learning journey that spans all of our lines of business and locations globally.

“In the last five years, we’ve developed best-in-class sales training for all of our global sales teams. Training is designed to support strategic objectives while also focusing on giving our salespeople tools to build their professional skills to foster success,” said Kathryn Connolly, manager of sales and training development for global sales operations.

A Curriculum For Success

Each year, we schedule 8-10 start dates for Sales University’s initial 90-day onboarding. The sales training team coordinates closely with sales managers and recruiters, and new hires usually begin 1-2 weeks before onboarding. This gives them a chance to meet with their teams, get their desks set up, and complete any HR-required coursework. Every salesperson hired by our sales organization goes through classroom onboarding or self-directed onboarding, regardless of his or her experience.

Onboarding starts with two weeks of classroom training held in our U.S. headquarters. Whenever possible, managers will fly their new sales reps in to participate in person. Those who are more remote or can’t travel can join the classroom live via WebEx. Another option is a self-directed onboarding experience that people can complete on their own time and at their own pace. In locations like WEX Australia, where there isn’t a formal trainer, this comprehensive online training program allows WEXers to get the same foundational information provided in the classroom. In the past 12 months, WEX Sales University has had 84 employees complete classroom onboarding, and another 69 around the globe complete self-directed onboarding plans.

“The WEX onboarding program has given me a fantastic foundation to go out and grow my territory. Being immediately embraced by the WEX family gives me the confidence to know that I have chosen the right company to take me to retirement! The very fact that upper management has been so invested in my success is impressive on all levels,” says Nysia Sanabria, a recent WEX Sales University attendee.

Following classroom training, salespeople continue learning with one-on-one coaching from their manager either in the field or the office.They also begin working with a peer mentor to help acclimate them and provide individualized support. This relationship is active for several months as new hires gain skills and learn the ropes. The second month of Sales University is focused on a series of self-directed online assignments and checkpoints that help identify individual strengths and gaps so future training can be provided as needed. When participants hit the 90-day mark, the immersive portion of sales training ends, and they start on a nine-month journey to further hone their skills.

“New sales professionals have extensive classroom training from day one and leave feeling confident that they have an entire team focused on their success along with ongoing one-on-one support. As a manager at WEX, I know my new sales professionals are trained with consistency by a team with extensive knowledge of their day-to-day operations and a genuine passion for their success,” says Dawn Wiggins, manager of branded fleet sales.

The Sales Learning Journey  

Sales professionals are fully ramped after the intensive 90-day onboarding activities are completed. The focuses for the remainder of the year are continued skill development and expanded product knowledge. A major milestone in this journey is the completion of a sales performance development report – a self-assessment that measures 18 behaviors and six sales drivers. The results of the questionnaire show how participants score on behaviors and skills like persuasion, communication, strategic thinking, and prospecting.

Based on the results of their sales performance assessment, people work with our sales training team to develop and present an action plan on how to best improve skills and build on strengths. There’s also plenty of support through one-on-one coaching with managers, as well as ongoing peer mentorship.

“WEX has invested the time and the resources to build a strong onboarding experience to get our salespeople up to speed and put them on the path to success. The initial two weeks lay the foundation and allow managers to build on that based on specific products, geographies and target customers. The way I look at it, it’s an investment in the individual, as well as our future success,” observes Bob King, manager of sales-direct for our Universal Fleet product.

Connolly notes that internal feedback from employees attending Sales University and their managers has been very positive. Her team is working on continuous enhancements to the onboarding experience to support a growing global sales organization. Not surprisingly, we also hear regularly from our customers and partners about their positive experiences with WEX salespeople. In fact, we’ve even had customers inquire about our ability to provide the same level of training to their sales professionals as we do at WEX Sales University.

“Investing in our people is our number-one goal to ensure long-term growth and success for our business. Our Sales University is critical to achieving this goal and has developed a comprehensive program for our sales leaders to improve skills, knowledge, and performance, regardless of where they are in their careers or where they are located,” says Jason Hanley, VP of our global sales operations.

Interested in joining WEX’s sales team? Start your WEX career search now.