603 Using Simulations to Drive Sales Productivity
3:00 PM - 4:00 PM Thursday, October 24
Video & Media
We all want to be able to show bottom line results from our training efforts. But how do you engage an on-the-go, never-at-their-desk sales force? At Cydcor, a face-to-face, outsourced sales company, engaging a busy learner base in a format that appealed to them was a challenge. Not only that, but the executive team was asking for tangible results. The team needed a fresh approach to meet the needs of the learners and the executive team—and quick!
In this case study session, find out how we drove learner engagement and ROI through video-based simulations. You'll explore how the team drove higher participation by engaging their learner base in the creation process. The team recorded top sales agents modeling real-life customer scenarios and created interactive video-simulations teaching the sales decision tree. You'll also learn how a focus on KPI's from the beginning led to a provable return on investment. The team wanted to decrease the days to make a sale and had a rigorous process to ensure each scenario drove that result. And it did, by 35 percent! If you are struggling with engagement, behavior change, or proving results, you’ll walk away from this session with a simple, replicable process you can apply to turn your situation around immediately.
In this session, you will learn:
- Why it's important to include your audience in the creation process to drive engagement
- How repetition of key learning objections leads to retention and behavioral change back on the job
- How to weave a consistent thread of focusing on results throughout your training creation and the inevitable outcome of ROI
- How to use video-based simulations within Articulate Storyline
Designers, developers, managers
Articulate Storyline, video-based scenarios, Excel
Director, Learning & Development
After graduating from Gonzaga University, Kelli MacIver began working for Cydcor as a door-to-door, commission-only sales agent. Since then she has held many roles within Cydcor, including most recently being selected to build the brand-new learning & development department. With a focus on delivering results, Kelli has implemented a learner- focused culture and introduced microlearning and gamification strategies to their workforce. Kelli holds a certification in gamification and time management and has recently earned her CPLP accreditation.
Director of Digital Learning and Innovation
Russ Bacon is the director of digital learning and innovation at Cydcor, the world’s largest outsourced sales specialists. Russ has spent the past decade using gamification and crowdsourcing to connect the hearts and minds of Fortune 500 companies to unleash inspired performance. His work has been featured in in Forbes, CIO magazine, and the Gartner book Gamify.