Sorenson Showcase:
Ekstrom Group Uses EnVision for Long-distance Training

The Problem

In 1999, trainers for Ekstrom & Associates were spending as many as 36 weeks a year on the road, away from their families. Kent Ekstrom, president and CEO, found that when his people were on the road they were only 60% as effective as they were when they were in their offices. Also, according to Mr. Ekstrom, the travel requirements made it difficult to attract the high-quality people necessary to expand the business.

The Solution

When Mr. Ekstrom began investigating teleconferencing as a solution, he had two objectives. First, he wanted to do whatever was necessary, within reason, to reduce the amount of time his employees spent away from their families. Second, he wanted to increase profitability and employee productivity by reducing travel time. Ekstrom's research uncovered several conferencing solutions, but the most promising candidate was Sorenson EnVision. The high quality video and versatility enabled Ekstrom to minimuze his trainers' hectic travel schedules.

Mr. Ekstrom states: "We looked at other products, even tried out a few, but we found that EnVision was best suited to our particular needs. Among other things, we needed to be able to share applications. EnVision's price was a snap to cost justify. It has sizzle; it's easy to install, user friendly, and loaded with a variety of useful features." Ekstrom found that his clients were eager to adopt the technology and believes that eliminating a single visit to a client location more than offset the expense of adding EnVision. Now, when Ekstrom signs a new client, EnVision is included in the equipment purchase requirements.

Ekstrom adds: "None of our clients have had any complaints. EnVision works on whatever network setup they have in place. Two of us at our location share the same DSL, networked through our server. Our head trainer is using a wireless hookup from her home, and another trainer is using a DSL from his home. No two setups are the same. Some of our clients use a DSL and some use a T1."

By implementing EnVision, travel is now reduced to only one employee (and he travels less than 48 days a year)--about a third of what it was in 1999. Along with all of the other pluses, EnVision has made it possible for Ekstrom & Associates to increase the amount of time spent with each client by over 25% annually. EnVision bridged the gap, allowing trainers to instruct and observe prospectors "face-to-face," without the constant travel.

A testimony to the effectiveness of EnVision is Ekstrom & Associates's director of technical training, Jeanine Brown. Brown is precisely the type of high-quality employee that Ekstrom wants working for him. Before accepting her current position, Brown worked for Ekstrom as a telephone prospector and assistant trainer. However, her most important "career," she says, is being a mother. She has four kids and each day faces the challenge of balancing her home and family responsibilities with her work and career. Because of EnVision Brown is able to work from her home. "I would never be able to do this job without EnVision," says Brown. "I want to be home when my family needs me. If I was required to travel as much as the previous trainer, I couldn't have taken this job."

Brown is involved in all aspects of the services. First she meets with each new client to learn as much as she can about the client's business needs. After collecting information on the company, Brown collaborates with other Ekstrom personnel to create a prospecting. She then assists the client in hiring a telephone prospector. Once a prospector is hired, Brown begins training them to effectively deliver the client's message. EnVision allows Brown to hear and watch the trainee. "When I see facial expressions I can better judge how effective the prospector will be." Brown believes that effective training requires a personal touch. Envision has allowed her to add that personal touch regardless of the distance.

The training sessions usually run for an hour and a half with a fifteen to twenty minute break in the middle. The prospector practices presenting the script as Brown observes and then offers suggestions on how to give a more effective presentation. Eventually she plans to use EnVision to monitor prospectors during live calls. In the past, Ekstrom had to consider how far away the prospective client was when submitting a proposal. Now, says Brown, "EnVision has opened everything up for us. There are no limits to where we can train people."

"EnVision's price was a snap to cost justify. It has sizzle; it's easy to install, user friendly, and loaded with a variety of useful features."

Kent Ekstrom
President, CEO
Ekstrom & Associates
Salt Lake City, Utah

The Company

Ekstrom & Associates provides business-to-business prospecting along with strategic marketing services to help convert prospects into success. The services include writing and testing scripts and hiring and training telephone prospectors. Ekstrom's clientele includes business owners and managers that see effective prospecting as essential to increasing their profitability.

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