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 digital transformation journeys of enterprises by connecting the world’s 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, that enable them to become efficient, agile and innovative, giving them power to make real-time business decisions.

Our client offers its services to 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 digital transformation journeys of enterprises by connecting the world’s 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, that enable them to become efficient, agile and innovative, giving them power to make real-time business decisions.
Our client offers its services to 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 with 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 to train their sales workforce using PowerPoint and handouts. To match the growing market demands, they decided to digitize their curriculums for sales training to equip the 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 who could help them achieve the following through digital learning:

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

Challenges

The main challenges were:
  • Ensuring industry-specific, updated and relevant sales content in the eLearning modules
  • Reusing the existing ILT content, identifying the gaps and filling them
  • Making the course engaging and interactive for effective retention and application
  • Standardizing the modules for a uniform learning experience
  • Delivering the modules while meeting 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 experience to the 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 about the target customers, value messaging, sales approach, product details and objection handling. Since one of the main challenges was to deliver in a short span of time, CommLab used iSpring Suite, a rapid eLearning authoring toolkit that incorporates interactivities, embedded quizzes and surveys. Our development team was in communication with the client every day to ensure a faster review process.

Our Instructional Approach

We used a character with a similar role as 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 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. They started with ice-breaking questions to grab learners’ attention and feedback to motivate further learning.
Each eLearning module (sales and soft skills) was of 20-30 minutes in duration. To ensure active participation, we included interactivities such as click-on-tabs, icons and numbers with relevant imagery.
Links for additional resources were embedded at multiple points for further reading. We delivered all the required content within a 5-month timeline.

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 even 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 achieve the following:
  • 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.