eLearning Curriculums on Cross-Selling for an Enterprise Software Company

About Our Client

elearning-curriculums-on-cross-selling

Our client is a global enterprise software company and the second-largest software vendor in Europe. The company strives to accelerate and simplify the digital transformation of enterprises by connecting global  applications, devices, and data without having to compromise on existing investments.

Recognized as a leader by industries’ top analyst firms, our client provides independent and open software to enterprises, enabling them to become efficient, agile, and innovative, and giving them power to make real-time business decisions.

Our client services various verticals such as banking, retail, manufacturing, communication & media, capital markets, governance, and more. Currently, the company has over 4,500 employees with a presence in more than 70 countries.

elearning-curriculums-on-cross-selling

About Our Client

Our client is a global enterprise software company and the second-largest software vendor in Europe. The company strives to accelerate and simplify the digital transformation of enterprises by connecting global  applications, devices, and data without having to compromise on existing investments.

Recognized as a leader by industries’ top analyst firms, our client provides independent and open software to enterprises, enabling them to become efficient, agile, and innovative, and giving them power to make real-time business decisions.

Our client services various verticals such as banking, retail, manufacturing, communication & media, capital markets, governance, and more. Currently, the company has over 4,500 employees with a presence in more than 70 countries.

Requirements and Challenges

The company targets 9 different customer verticals, which requires their sales workforce to be on their toes to promote unique value propositions and create new business opportunities. The company was using classroom training in the past to train their sales workforce, using PowerPoint presentations and handouts. They decided to digitize their curriculums for sales training to meet the growing market demands, and to equip their workforce with dynamic selling skills.

The company approached CommLab India to develop eLearning curriculums for their sales training and soft skills development.

Requirements

The client wanted an eLearning partner for digital learning to:

  • Reduce the duration of their ILT sessions
  • Engage learners with high level cross-selling courses for key products of various industries
  • Train learners on soft skills in sales management
  • Provide opportunity for in-depth reading through resources hosted on their LMS
  • Make learning interactive to ensure active learner participation

Challenges

The main challenges:

  • Ensuring industry-specific, updated and relevant sales content in the eLearning modules
  • Reusing the existing ILT content, identifying gaps and filling them
  • Making the courses engaging and interactive, for effective retention and application
  • Standardizing the modules for a uniform learning experience
  • Meeting the aggressive timelines

Our Solution

Since the company was transitioning from ILT to digital learning, CommLab suggested an avatar-based guided learning approach to provide a familiar learning environment to employees. The project included the development of 9 eLearning curriculums for each industry and 7 different modules for soft skills training in sales management. Each sales curriculum focused on improving knowledge on target customers, value messaging, sales approach, product details, and objection handling.
Since one of the main challenges was to deliver the courses in a short span of time, CommLab used the iSpring Suite, a rapid eLearning authoring toolkit that incorporates interactivities, embedded quizzes, and surveys. Our development team was in constant communication with the client to ensure a faster review process.

Instructional Approach

We used a character (avatar) with a role similar to that of the learners to guide them through the curriculums, thereby facilitating better connection to the eLearning content.

To provide industry-specific sales training, each module dealt in-depth with:

  • Sales opportunities and customer knowledge
  • Industry trends
  • Market strategies
  • Case studies
  • Industry competitors and partners

The eLearning modules for soft skills training covered the what, why and how of each skill in sales management, highlighting how to work with different types of individuals and create a strong sales team. Ice-breaking questions were included to grab learners’ attention, and feedback to motivate further learning.

Each eLearning module (sales and soft skills) was 20-30 minutes in duration. To ensure active participation of the learners, interactivities and relevant imagery were included.

Deliverables

0
eLearning Curriculums (34 modules)
0
Learning Hours

Graphical Representation of the Case

Developed a series of sales training curriculums for a major software development company in Europe, dealing with their markets, software applications, and soft skills.

Market and Soft Skills Training
Success Mantra: Constant communication, weekly check-in calls,
standardization, reusability and process adherence.

Result

The training was well received by the sales force of the company. Our approach helped the client:
  • Successfully train employees on industry-specific, updated and relevant sales and soft skills knowledge through digital learning.
  • Reuse the existing ILT materials for eLearning course development.
  • Reduce the training duration for both sales and soft skills.

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