Case Studies


Case Study 1: 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 with the release of a range of new products.

Audience Size

600 Sales Consultants

Challenges

The sales-force is given 1 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 with all of the up-skilling to be completed within the week.

Solution

  • Conduct focus groups and workshops with stakeholders to determine the scope
  • Understand the IT environment
  • Develop a prototype
  • Research and design content using Information Mapping
  • Engage stakeholders for ongoing feedback and acceptance of the structure and content
  • Design and deliver face to face product training
  • Design 1 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 to upskill all sales consultants within 1 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 1 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 of assessments using 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 attending the face to face product training workshops rated the training as exceeding expectations.

 


 

Case Study 2: Pharmaceutical Industry

 

Project Purpose

The purpose of the project was to build an online learning site for new starters and existing staff in order to engage and ‘up-skill’ new starters prior to entering the organisation.

Audience Size and Industry

3000 Australia Wide with the potential to expand internationally.

Challenges

The IT platform and the size of downloads had to be kept to a minimum. There were very strict security guidelines that had to be complied with due to the nature of the industry.

Solution

  • Conduct focus groups and workshops with stakeholders to determine the scope
  • Understand the IT environment
  • Develop a prototype
  • Research and gather information
  • Engage stakeholders for ongoing feedback and acceptance of the structure and content
  • Test the site on new starters
  • Launch to the business

Key Deliverables

The key deliverable for this project was to design an online learning induction site in order to engage and develop new starters prior to coming on board.Interactive induction site for new starters incorporated:

  • Welcome message from CEO (filmed)
  • Download facility for organisational documents
  • Links to company websites
  • Contact Pages – with an email facility
  • Product Information and assessments
  • Organisational wide overview
  • Links to company wide e-learning and compliance training
  • Role specific information and KPIs
  • Record of tasks to be completed
  • Interface with Outlook
  • Social networking between the organisation and new starters

Results

We are currently measuring the results; however, initial feedback indicates that new starters are productive at a quicker rate. Please see samples on the following page.

 


 

Case Study 3: Health Insurance

 

Purpose

Training was required to introduce Retail Staff to the new VIP business to business medical insurance product package.

Audience Size

800 Retail Staff

Challenges

The organisation has 122 retail centres across Australia. Training was required as soon as possible, with minimum disruption to the day to day operations.

Solution

  • Designed an interactive e-learning program
  • Designed quizzes to gauge audience understanding and knowledge
  • Incorporated VIP material into existing induction programs
  • Delivered interactive training through the organisation's intranet site
  • Designed 4 x half-day product training programs on how to sell the product which covered: Area of Influence and Prospecting, Sales Calling, Sales Meetings and Presentations, Closing the Sale or Managing the Lead

Key Deliverables

  • Design a comprehensive product training package
  • Online product training available on intranet site
  • Design of a sales training package to support the product
  • Deliver face-to- face sales training to support product
  • Design of posters, brochures, online notices and emails to support training
  • Integrate product and sales training into existing programs

Results

The result of the product training and support was a 35% increase in VIP sales within the first six months with participants gaining valuable additional skills to support their retail operations