The Client

A world leading telecommunications company.

The Challenge

Our client decided to implement a Sales Training Certification program for all sales representatives within the Retail and Dealer Channels. The overall intent was to improve sales ability by providing a combination of classroom and web-based training. This would help the client achieve their objectives and would also ultimately improve the customers’ understanding of their products and services.

The Solution

FKA has provided the following deliverables:

• Naming and branding of the program.
• Communication package with their Marketing division.
• Project management.
• Instructional design including the creation and re-purposing of existing course materials including: participant guides, job aids, leader’s guides and all leader’s facilitation materials and/or storyboards for e-learning.
• Facilitation of Train the Trainer sessions for the sales trainers.
• Development of measurement and evaluation tools.

The Results

The training has been very well accepted by the sales folks. Converting the classroom programs to the web has received a positive response from the audience and greatly increased the participation.

By late spring more than 411 people had taken the test for a new web course and the average mark was 88%. For another critical course, over 1181 people had taken the course and the average mark was 94%.