Challenge
It was observed that the USL-Diageo sales force had an unstructured approach to the market and was inconsistent in its use of sales skills.
Considering the complexity of their sales processes, making the connection between the classroom modules and the real-time sales situations was a huge challenge. Even a well-structured training module alone wouldn’t have been enough.
A tool, where the right information can be made available to the right people at the right time, was what was needed.
Solution
A detailed immersion and a through mapping of their behaviours on the job, led to the creation of a powerful job aid.
The job aid provided information, instructions, processes, and procedures on how to accomplish sales success in the sales process through a standardised format. It contained a short guide on the procedure and a checklist in multiple formats/media, which was translated onto an online electronic performance support system, which would provide them just-in-time training.
Results
