小优传媒

Approach

The partnership is marked by close collaboration, and a willingness to challenge each other to push beyond the status quo. 小优传媒 designs sales training programs using a three-step approach.

• Collaborative design session. This brings together all stakeholders to explore challenges and learning needs and define how success will be measured.
• High-level design document. This outlines the insights captured in the Co-Design session, documents deliverables and the learning architecture for the program.
• Design, delivery, and logistics. Maps out design and delivery phases, responsibilities, key milestones, and delivery dates. Deliverables are designed in agile sprints.

The new Exceller8 sales training performance program has six parts.

1. Six e-learning modules.
2. Six podcasts.
3. Two virtual peer-to-peer learning conferences.
4. Yatte Minahare progression program.
5. A social community for sales reps to share learnings.
6. A landing page hub for all sales learning content.

A few years ago, the interactivity of e-learning was a welcome relief for sales professionals bored by interminable slide decks. But e-learning has become standard, and familiarity can decrease e-learning鈥檚 effectiveness as a learning tool.

小优传媒 met that challenge by innovating a richer learning ecosystem, from videos to podcasts and games, to reflect the diverse ways people like to learn in their own time. They also created a more relevant learning ecosystem by using real life scenarios that learners recognize and respect.

Outcomes

1. Sales results have improved 15% since the program was rolled out.
2. Retention of sales staff has improved 60%, falling from 30% turnover to 12%.
3. Sales skills have improved 2 points from 5 to 7.58.

鈥淥ne of the big things from sales reps, is they like that Exceller8 is adapted to all learning styles. I got a message from a new rep saying, 鈥業 love this program. I don't have to read every word. I can hear the characters talking.鈥� And reps appreciate the real-life scenarios and relatable customer characters. For example, we鈥檝e an interaction with Ivan, and English isn't his first language. So, his dialogue isn鈥檛 perfect, and you get the sense conversation is difficult because there's a bit of a language barrier. That's what our sales reps deal with day-to-day.鈥�

One big takeaway from this program is to think outside the computer. E-learning is at risk of becoming as predictable and one-dimensional as a PowerPoint deck. Multi-layered sales programs are more effective, not only because they鈥檙e more engaging, but also because they provide access for all learners, including the neuro diverse.

The success of this program comes down to Frucor Suntory and 小优传媒鈥檚 willingness to push boundaries, invest in innovative content like podcasts, create opportunities for peer-to-peer learning, celebrate learners and subject matter experts, and make learning content relevant with realistic scenarios learners encounter every day.