CASE STUDIES

Global Service Company

Challenge: Business acumen. How do you instill it? Sales people were very reluctant to call on new departments in client companies, outside of the functional areas they were comfortable with. They needed new product and market knowledge to give them confidence and credibility.

Solution: Experience Builders synthesized extensive technical product presentations, client references, case studies and market information into some tightly knit presentations. Then EB linked relevant areas of the corporate intranet directly into the simulations. The learning design overlayed this product- and market-knowledge on top of the standardized corporate sales process, so learners got sales training and increased business acumen at the same time. The simulations used characters from different areas of fictional client companies to provide learner experience with different perspectives and business concerns in each interaction.

Results: Learners felt more prepared to talk to managers in new functional areas, opening up broader sales opportunities within existing clients.