Immersive Simulation Learning to Help the Sales Force

When training new salespeople, organizations tend to provide lots of information, but do not allow salespeople to think on their own. Also, learning transfer can be difficult in a classroom environment for salespeople who are used to being out in the field. Using an immersive simulation and innovative instructor techniques, W.W. Grainger encourages its salespeople (“sellers”) to think and talk about how to address customer issues.  Instead of just telling the sellers how to respond, instructors work with sellers to help them determine the best approach. Having the sellers discuss and debate an approach helps ensure a better transfer of knowledge to the real world. To help reinforce learning, the simulation goes beyond the classroom as a coaching tool for when sellers are in the field.

Participants in this session will learn a process for building simulations as well as various design considerations when creating activities for instructor-led sessions. You’ll discover the benefits of using simulations both inside and outside the classroom.

In this session, you will learn:

• About the process for building simulations
• About design considerations when creating activities for instructor-led sessions
• The benefits of using simulations inside and outside the classroom

Handout(s)

Recording

May 10, 2013