As the lead instructional designer and eLearning developer for this sales project, I collaborated closely with the SME who provided me with a document to create eLearning content around. Leveraging my expertise in both areas, I designed and developed a comprehensive eLearning program that equipped sales representatives with the necessary skills and knowledge to drive more tour package sales. By incorporating the SME’s insights and vision into the program, the sales team was able to effectively communicate the value of the packages and experienced a significant increase in sales.
Initially, this course was developed in Captivate; however, due to a change in the classroom structure and the need for a mobile-responsive version, we later transitioned to Rise. This is just one example of how we adapted the sales process to meet the evolving needs of our audience.
It’s important to motivate students throughout the learning process. That’s why I sprinkle in famous quotes from successful business leaders and sales experts to inspire and encourage students. These quotes provide a sense of perspective and can help to reinforce key concepts and strategies covered in the program.
Then the students are instantly introduced to flip cards. By utilizing this method, we are able to keep our students engaged and motivated throughout the learning process. Additionally, flip cards offer the students an opportunity to recall what they read in the book.
Text is often kept as short and concise as possible. By distilling complex information into bite-sized pieces, we ensure that our students can quickly grasp key concepts and apply them to real-world scenarios. The short text is also easier to absorb, reducing cognitive overload and improving retention.
Here again, I use flip cards with images to capture the attention of our students and keep them curious and engaged.
I then decided on using hotspots would be an excellent tool for engaging students in a more dynamic and interactive way.
Incorporating them here shows the students what each body language might convey to our guests. This then helps them build awareness.
The students are then made aware of how various inflections in our voice convey different meanings.
This interactive hotspot shows what a typical busy situation looks like. They get to click on all the guests to see why they should or should not approach each guest.
They are then made aware of things to look out for on a guest to begin engaging the guest.
Students then have the opportunity to see how the lessons come together in real-life scenarios. To showcase this, I created videos that are edited and cut into bite-sized pieces, providing a clear and concise demonstration of each lesson. This approach allows students to better understand how the concepts and strategies come together.
Finally, we give them an interactive experience to help the see what it would be like on the real sales floor.
This again, is the improved responsive version of this course, since they will no longer be taking this in a classroom but in front of their manager on the sales floor.
The result of the previous version was increased tours:
- Number of guest tours increased 14% to 243,448 from 213,599 in the prior year.
What’s compelling is this increase in guest tours still occurred while trainers were leaving for other positions and some sites were closing down. With this new program it is expected to be even easier to understand, so new hires should get the ball rolling even faster.