Onboarding sales teams with real-world scenarios

 

Company Profile

B2B Software Developer

Status

For-profit

Delivery

Web / LMS

Project type

New-hire sales onboarding

Authoring Tool Used

Adobe Captivate

About this project

Translate Instructor-led training ILT companion participant guide material to eLearning delivery for new hires, facilitating contextual learning and controlled failure in an onboarding environment.

Challenge

Translate Instructor-led training ILT companion participant guide material to eLearning delivery for new hires, facilitating contextual learning and controlled failure in an onboarding environment

Solution

This project involved the blending of printed classroom participant guides and experiential learning. New hire front-line sales consultants were tasked with understanding and applying sales principles in a real-world context. Learners work through multiple scenarios to engage consumers in sales conversations by applying consultative selling techniques. Visual feedback is provided by a mood meter, points accumulation and facial gestures. Audio feedback is provided by the customer's response to learner choices.