Building a Process
The Challenge
Have you ever had to sell something? Were you successful? How did you make it happen?
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In sales, having a system to follow not only keeps the process efficient, it allows sellers to maintain a consistent pipeline of opportunity for the business and themselves.
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In this recent project, I faced a learning challenge with far-reaching impact: to fully define the company's Sales Process and create training for the teams.
Project Specs
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My Role: Lead designer, responsible for all content start to finish.
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Timeframe: Four months to launch
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Content Collection: Extensive (i.e. all over the place)
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Stakeholders: Sales, RevOps, Customer Onboarding
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Deliverables:
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eLearning Sales Process Overview​
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Process documentation on each step of the Sales Process
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Live training materials
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Job aids as needed
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Work Samples from Sales Process
Video excerpt from Sales Process Overview eLearning. I scripted, recorded voiceover and built the video in Vyond.
Live training deck designed for New Hire Onboarding when teaching the Sales Process. I created the deck design and activities. Click image to link to deck (opens in a new tab).
Infographic job aids designed for the Sales team
Overview of the Discovery Call structure, based on 30-minute meetings.
Infographic on the topic of objection handling, supporting learning materials on the LAER (Listen, Acknowledge, Explore, Respond) method.
Impact
The Sales Process project provided new sellers solid guidelines for bringing new customers through the pipeline to become successful long-term customers.
Once implemented, the Sales Process was a class favorite during new hire onboarding. Role plays were particularly effective in helping reps build confidence ahead of their first customer interactions. Due to the improved performance of reps onboarded with the Sales Process, our team collaborated with Sales to launch a Summer Camp for all reps, providing everyone the opportunity to hone their skills in a low stakes setting using our proven approach.
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Additionally, our work in Training benefited the rest of the business by aligning disparate notions of the company's Sales Process and articulating the process in a way that synced with both the company's Salesforce pipeline structure and ultimately, sellers' revenue targets.