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Industry - Advertising and Media Industry

Project Purpose

The purpose of the product training for a large client in the advertising and media industry, was to upskill the sales consultants for the release of a range of new products.

Audience Size

600 Sales Consultants

Challenges

The sales force is given one week every year to skill up on a range of new products and systems.  Throughout this week, the sales consultants are also expected to arrange their client visits for the forthcoming sales cycle.  The sales force is national comprising of 600 consultants and all upskilling must be completed within the week.

Solution

• Conducted focus groups and workshops with stakeholders to determine the scope
• Developed an understanding of the IT environment
• Developed a prototype
• Researched and designed content using Information Mapping
• Engaged stakeholders for ongoing feedback and acceptance of the structure and content
• Designed and delivered face to face product training
• Designed one hour short refresher product workshops
• Evaluation of the learning solution

Key Deliverables 
The key deliverable for this project was to design a face to face training solution with e-learning to support the initial roll-out:

• Face to face training solution that upskilled all sales consultants within one week on how the new products were to be incorporated into the existing product suite as well as focusing on key messages, questions and language.  Workbooks and other learning materials were designed to support the learning.
• Development of a series of one hour short product training workshops to provide refresher training where necessary.  The Account Managers were trained to be able to deliver these short workshops in team meetings.
• Development of e-learning product training in order to support and provide refresher training for sales force once on the road.  The e-learning product training was designed using in-house software and was posted on the Learner Management System supported by Skillport.
• Development scenario based assessments which were created through ‘ride-ons’ during the scoping and design phase.

Results 
All sales consultants were skilled up in time to start their canvass cycle with 75% utilising the product training online.  85% of participants that attended the face to face product training workshops rated the training as exceeding expectations.