Background:

ACME is a global leader in providing on-demand cloud computing platforms and APIs to individuals, companies, and governments. It has a 1500+ member Sales team spread across the globe. There is an avg. attrition rate of 25% in the sales department. Every Sales Manager has an average team size of 5 sales reps that they manage. Each sales rep within the team has his/her own set of challenges with the accounts they are managing.

Purpose:

This presentation provides a high-level design approach for the proposed ‘An Effective Sales Enablement Program’ for Sales Managers eLearning.

Requirement:

ACME wishes to build a highly engaging Enablement Program targeted at process and skills training for their Sales Managers.

This eLearning should empower the Sales Managers with the necessary skills and tools to coach their teams to efficiently meet their professional targets.

Audience:

Sales Managers

About the Audience:

The Sales managers have limited time and conducting training for their teams is an additional responsibility. Given this, their attention span is minimal and thus learner engagement is a major challenge.

Proposed Strategy: A microlearning approach for developing the ‘An Effective Sales Enablement Program’ eLearning will be apt because the Sales Managers:

•Attention span is minimal

•Have limited time and coaching the sales team is an additional responsibility

Microlearning approach will not take a lot of their time, thus making it possible for them to take out time for the training.

In this approach, the content will be presented as bite-size learning nuggets/modules by breaking the content into smaller digestible chunks that focuses on a single learning outcome. This will ensure relevance of the content to the learners and also minimize their cognitive overload. Moreover, microlearning will help in better knowledge retention and learner engagement.

The microlearning modules will make use of:

•Real-life scenarios/case studies to help Sales Managers relate to and apply them directly in their coaching sessions

•Videos and infographics to enhance the learning experience

•Videos will help to grab learners attention

•Infographics will make the content look easy and help in better knowledge retention

•Interactive Content to ensure learner engagement and give them an immersive learning experience

•Gamified Quiz to asses learners understanding of the content as they progress through each module. Gamified elements (such as, badges, rewards, etc.) will make learning fun and also motivate the learners as they progress through each module. The quiz question feedback will help to reinforce the learning and also gauge the learners understanding

The eLearning will be responsive (mobile compatible) so that the learners can take the training as per their convenience.

Visual Approach

The eLearning will be visually appealing and engaging for the Sales Managers. The look and feel of the modules will ensure they cater to learners learning style. Here's a recommended visual approach that will enhance knowledge retention:

üAll graphic elements will be in sync with ACMEs branding guidelines so that the colors, fonts, and imagery, etc. will:

•Ensure the eLearning is in sync with ACMEs identity

•Help learners relate with ACMEs brand

üGraphics used will be of high resolution so they look clean, clear, vibrant, and visually appealing

üMultimedia elements such as, images, icons, graphs/charts, infographics, videos will be used to complement the content

üInfographics/Graphs/Charts will make the content look visually appealing yet simple to digest

üBalanced layouts will be used with appropriate white space to avoid cognitive overload and focus on the content

üVideos rich in media elements will grab learners attention and convey the key content/message

üClickable items will maintain learner engagement. These will be presented with icons or images so they look intuitive

üGamification elements such as badges, rewards, etc. will not only motivate learners but make their learning experience pleasant

üNavigation elements will be intuitive enough for seamless user experience

üProgress of each module will be displayed with a progress meter on the main page. Also, completed modules will be marked with a completed status icon

Overall, the design will look professional as it will be aligned with ACMEs branding guidelines. Most important the eLearning will be responsive – optimized for various devices and screen sizes. Thus, learners can access the training seamlessly on their laptops, tablets, and smartphones.

Approach Document - An Effective Sales Enablement Program