Sales training can be tedious, especially when salespeople have to be trained on a wide range of products. It gets complicated when the sales team is geographically diverse and everyone has to be on the same page. This is where game-based learning can come to your rescue, as you will discover in the case study discussed below.
A US based furniture company with over 10,000 employees, wanted to train its sales force on its products. The sales personnel were spread over three regions – Americas, Europe and Asia Pacific.
The training challenge was to help salespeople identify the products that sold the most in their respective regions. The organization wanted to present this product training in an interesting way to motivate learners.
The objective of the course was to help salespeople with product recognition so that they have the best information on the product when interacting with potential customers. Learners had to recognize 26 products grouped into four categories. This was achieved by educating learners on the brand and categories of products so that they could identify key features and specifications.
The main concern was engaging salespeople who are always on the move as a normal course would fail to engage their attention and the lack of time would be another drawback.
Our solution was to build a game-based learning course that would appeal to learners. Since the main motive of the course was product recognition, game-based learning was suggested to encourage learners to take the course. The game had scores to motivate learners and could be accessed on desktops, laptops, tablets, and mobiles.
The strategy was to create a game where the learner had to identify the brand, category, and the product name. The learner also had to identify which product or brand sells the most. The game consisted of three questions, that are scored for each product.
The learner starts the game with a certain sum of money in the bank. If the learner gives the correct answer, money is added to his account while an incorrect answer leads to money being debited from his account. A timer adds to the excitement and fun quotient of the game.
The challenges faced in creating the course were that considerable research had to be done to finalize the instructional strategy and design the game activity. The brand, category, and product name varied for the three regions; hence the content of the game-based course also had to be different. The top products in each region had to be mapped under different brands and key products categories.
The result was the sales personnel liked the course and were motivated to play the game while learning about the products. They gained better knowledge about the products in a fun and engaging way.
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