PRSNTR - The Evidence
We won an award for best Blended Learning Solution!
LearnX Entry – Best Learning Model - Blended
Utilising a blended learning aproach to enhance the capability of Viva Energy’s sales force
Project case
Viva Energy’s Commercial team needed to increase capability and performance of their Account managers, Key Account Managers and Sales Managers to improve customer Experience. The teams serve a range of different industries with varying customer sizes and complexity. Due tot eh pandemic it had been some time since the last development activities were conducted, and previous development programs were perceived as being overly directive ad tactical resulting in some reluctance to engage in learning activities.
A specialized organization performance consultancy were engaged to develop behavioural learning programs in the areas of selling and negotiation techniques with a specific emphasis on mutual benefits rather than adversarial business development. The goal was for individuals to develop specific behaviours while reinforcing and integrating with their sales process and systems. It was important that the program enable participants to customize their learning objectives within the parameters of the program. The specific behaviours included persuasive messaging, communication styles and questioning techniques.
The outcomes were measured according to feedback from the learners and their managers, measurable , pre-programmed learning practices and behaviour changes.
Scope
The project was scoped to support 200 participants. The program design included a range of learning solution including experiential workshops, manager coaching, group coaching and several digital learning toolkits. The training was voluntary, not compulsory.
The diagram below outlines the learner experience:
Learner Journey
- Engage and excite webinar
Sales Coaching for high performance
Module Pre-work
- Training
- Introduction of a digital tool, PRSNTR
- Application
- Utilisation of of PRSNTR to help sustainability and embedding
Evaluation and feedback
- Close
The design of the modules included engaging with the learners and their managers in separate sessions prior to a one-day workshop to provide context about program objectives and motivate participants to actively engage in learning. The workshop consisted of a range of experiential exercises that were customized to the learning needs and goals of participants.
There were innovative aspects of the program that assisted with the blended learning approach. These innovative tools were activated during the workshop to allow learners to familiarise themselves with the digital tools. The digital application was PRSNTR. This is an AI-based application that allows individuals to present to their laptops and the tool provides feedback on their presentations style using artificial intelligence. It also helps them strategically think about structuring their messages. Sales managers were required to engage with their people throughout the process.
Project Review
An evaluation was completed of the entire program and early data based on participant feedback, use of digital applications and participant and manager feedback has bee positive.
The digital tool indicated that approximately 75% of individuals had adopted new learning practices or habits during their selected behaviours. Additionally line managers also provided observations that apparently 40% of participants were demonstrating new behaviours following the workshop. Finally, participants advocated for others to participate in subsequent programs at the sales conference, increasing engagement in learning activities.