Sales Coaching Training

Sales Coaching Training

A scenario-based eLearning designed to help sales managers complete a coaching cycle to grow struggling sales associates.

  • Audience: Sales Managers

  • Responsibilities: Instructional Design, eLearning Development, Visual Design

  • Tools Used: Articulate Rise 360, Vyond, Mindmeister, Google Suite

The Problem

The client is a mid-sized company that sales vacation products. They would like to avoid the turnover of sales associates and sales managers due to the heavy work load that they experience training and assisting all the sales associates.

The Solution

I proposed to design an eLearning solution that would help sales managers build the capacity of their sales associates with effective and efficient coaching. I decided to use a scenario-based approach to walk the learner thru an entire coaching process. This allows sales managers to practice the steps while also being reminded of best practices.

My Process

To bring this project to life, I leaned on the ADDIE model. For the analysis phase, I connected with two subject matter experts to gather information about sales coaching and ongoing staff improvement. I used this information to create an action map that would serve as the foundation of my text-based storyboard as I entered the design phase. I continued ton consult with the subject matter experts while designing the flow and writing the script of the eLearning story in the storyboard.

I consulted with two top performing coaches in their respective fields. Together, we created an action map that outlined the most important coaching steps along with common missteps when coaching. We then created a simplified coaching cycle that could be adapted across various sales industries. From there, the subject matter experts narrowed down the six most impactful actions that would serve as the foundation for this eLearning.

Once the action map was complete, I begin designing the flow of the eLearning story through a text-based storyboard. This was a significant step that served as the blueprint for the overall development of the project. I visualized the story of a sales manager reviewing data and choosing which employee they would be coaching. In collaboration, I was able to craft choices and detailed scenarios for each high-priority action detailed in my action map.

After receiving and applying feedback, I then begin to storyboard a script to coincide with the visual design. This was a significant process due to having to also tell the story using Vyond animations. In Vyond, I thoughtfully envisioned each scene and modified the characters’ movements and expressions to match the tone of the story.  This involved paying close attention to timing and developing multiple scenes in Vyond due to scenario branching to be transferred to Articulate Storyline 360.

Takeaways So Far

Storyboarding and scripting turned out to be very significant. It was t beneficial to go into Vyond with very detailed direction. With my storyboard, I knew which scenes to develop and all the details associated with each like where my triggers and text will be located around character animations. Developing this eLearning in Vyond allows the learner to be immersed in the office environment and experience the story along with the characters. It also reinforces the learner’s interest and curiosity throughout the eLearning with continuous movement and changing expressions from the characters.

I am currently completing a prototype in Articulate Storyline where I am receiving consistent feedback and suggestions from stakeholders and my experienced instructional design community. I am looking forward to sharing the finished course soon.