Case Study: How we helped a large FMCG company to digitize its sales training for its field sales employees using the scenario-based method

Published 3 years ago by Sana Bhat

Client Profile

Our client is a large FMCG company aiming to digitize its sales training for its field sales executives. The client’s objective was to enable the sales personnel to clearly understand and apply the process for effectively conducting outlet inspections and pitching new products for sale.

Business Challenge

There was no content available with the client that could be for the sales training
Training had to be delivered to young professionals who had basic high-school education and no other strong educational background
The process training alone seemed insufficient as sales involved soft skills and the client had to educate the learners on these too

Solution Designed

A one-to-one meeting between SME and instructional designers was arranged and the process walkthrough was provided to the instructional designers
Based on the information given in the process walkthrough, the instructional designers took notes and wrote the content that was later approved by SME
A level-3 scenario-based approach was used for the eLearning course to help the learners relate to the product in a better way
The content was customized to include soft-skill topics in between the course for better learner understanding and comprehension

Business Impact

The course was successfully launched and accessed by over 500 sales personnel across India
The course was effective in delivering sales training to learners lacking a strong educational background
The client saw a marked improvement in adherence to the sales process by the sales personnel
There was also a substantial increase in the sales figures of the client’s products

Let us help design a highly effective scenario-based online sales training for you!

Feel free to reach out to us at yg@infonative.net

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