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The marketing team of a consumer electronics retailer faced a dilemma: customers wanted to buy a newly developed product, but the company's salespeople weren't prepared to sell the cutting edge technology. Furthermore, the marketing group realized that their customary approach to new product training--a store manager walking salespeople through a product description and FAQ sheet--would be inadequate, given the technology involved.The team enlisted the help of Proteus learning designers to create (quickly!) a different kind of training, one that would not only provide essential content knowledge, but also establish the confidence and enthusiasm needed to sell the product well.
We paid close attention to "mindset" during our design work--carefully considering what participants would be thinking and feeling about the new product. We wanted them to make a strong personal connection with the product--so we decided to give one of the new products to everyone at the training. They loved the opportunity to become familiar with the real product (instead of a photo) and to test its capabilities themselves.
During the training, we also provided practice situations that mirrored reality in the stores, allowing participants to apply the new information and skills immediately and appropriately.
The mix of product knowledge and hands-on practice provided the foundation salespeople needed. Sales significantly exceeded the company's projections--and our client in marketing received a promotion within the year.
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