The Problem
Our client's Sales Force was used to selling stand-alone Medical Devices to hospitals and clinics.
But when the client introduced a line of networked products that were suitable for multi-location medical facilities, there was a disconnect. Sales people were writing orders – but installation consultants found that some orders were inappropriate for the client’s needs. The result: Angry hospitals and lost sales.
That’s when the product manager stepped in to tell Sales: Learn how to configure our products for a multi-location medical facilities – and learn it fast!
Prometheus Approach/Solution
Analysis showed that Sales’ real problem was knowing what specification data to collect from various types of multi-location facilities. Once they gathered the correct specifications, they were well able to configure and price a system using the product literature.
Design/Development: We used rapid design and development to create an e-learning tutorial for sales.
- The Tutorial explained what specifications to collect in a range of situations, then gave sales people practice in gathering the right information in various customer scenarios.
- We included practice in dealing with common specification-related problems that had caused confusion in previous sales attempts.
- We also simulated certain automated job aids developed by our client, then provided online practice in using the job aids to gather and document customer specifications.
Deployment: The tutorial was published on the client’s network, where it could be accessed “just-in-time” before a salesperson visited a client’s site to collect specifications.
Special Skills/Software
- Partnering with Marketing/Sales Management
- Needs Analysis/Gap Analysis
- Instructional Design and Development
- HTML/DreamWeaver
Result/Benefit to Client
Sales People got the training they needed, when they needed it. They liked the fact that the training was short, to the point, and easy to use.
Marketing/Sales Management got a trained Sales Force who stopped making configuration mistakes. And that meant no more lost sales or angry calls from Installation!
For more information about this project, please contact us.