Project Overview
As a collaborative eLearning developer, I challenged myself to elevate my coding and design capabilities with this high-impact training initiative. The goal: Empower new sales representatives to create such a compelling sense of value that selling the higher-end vacation package becomes a natural and confident outcome.
The project began with a high-level storyboard from the instructional designer and a set of standard sales dialogues from the subject matter expert, which served as the foundation for a more interactive and immersive experience. From there, we bounced ideas around, building on each other’s input to shape the direction of the project. I expanded the learning experience into a dynamic, interactive course using animation, simulations, and custom-coded features.
Instructional Strategy
To set the stage, I created a 3D animated intro that instantly captured attention and conveyed the importance of the training topic. This animation served as both a hook and a framing device, preparing learners for the strategic lessons to follow.
We then clearly defined the learning objectives:
-
Teach sales reps how to ask about and establish vacation day commitments.
-
Use strategic questioning to adjust vacation duration and cost.
-
Align with guests on inflation assumptions and plan accordingly.
Branching Scenario Design
To simulate real-world conversations, I developed a branching scenario that allows learners to navigate three probable guest interactions. Each path requires the learner to adapt their communication style, ask the right questions, and guide the guest toward a decision.
Each choice the learner makes affects the outcome, either building rapport and trust or losing potential value.
This immersive approach gave learners a safe environment to practice:
-
Responding to objections when a guest says, “I don’t travel that much”
-
Reframing budget concerns
-
Giving realistic numbers
It also ensured they understood how different questioning techniques can influence guest behavior and affect long-term sales outcomes.
Technical Development
At the heart of the experience was a custom-built calculator developed with JavaScript in Captivate. Learners could input vacation variables or explore three real-world scenarios as if they were on the sales floor. The interface featured a sleek, interactive menu to guide users through each step without skipping ahead.
To enhance realism, I layered a “floating” speaker overlay into the interface, visually simulating a mentor presence and improving user engagement.
As learners moved through the course, they received clear, step-by-step guidance on:
-
Recording key details
-
Asking value-focused questions
-
And building compelling proposals for guests
Business Impact
This course dramatically improved onboarding speed and performance. New reps began closing deals in their first week—something rarely achieved before the training’s launch. By the end of 2022, Bluegreen Vacations reported a significant revenue boost, despite economic slowdowns and fewer package sales:
-
Q4 Revenue increased 17% YoY to $238M
-
Total 2022 Revenue grew 21% to $919.4M
Links: Bluegreen Vacation’s Earnings for 2022.
“If not for this training tool, many reps would’ve continued defaulting to lower-tier packages. The ability to explore numbers in a safe environment gave them the confidence to upsell strategically.”
Key Takeaways
Without the right tools, even talented reps can struggle to communicate value effectively. By combining interactive design, animation, branching paths, and scenario-based learning, this eLearning experience bridged that gap—empowering salespeople to make smarter, more profitable decisions.