Business and learning leaders at this internal digital marketing division recognized the critical need to develop an entirely new training strategy, curriculum, and delivery program to transform the culture and practices of their sales professionals from “Order Takers” to Consultative Advisors.” Their objective was to establish a more sustainable, trust-based sales organization focused on forming long-term relationships.
Mosaic designed and developed a comprehensive program that combined a unique blend of learning platforms, delivery modalities, and data tracking methods to support a multifaceted and immersive training experience focused on consultative selling best practices and techniques for becoming trusted advisors. Some of the delivery methods Mosaic implemented for the blended learning program included:
We incorporated a gaming platform throughout each aspect of the blended learning program to inspire, reinforce, and monitor significant behavioral change amongst the sales professionals. The platform includes a web-based leaderboard that tracks and displays each learner’s scores, recognition badges, and certification achievements as they progress from novice (new hire) to proficiency to mastery.
As an extension of the integrated gaming platform, Mosaic developed an experiential online 3D environment replicating a standard automotive dealership with various interactive and interchangeable avatars located throughout the facilities. Each avatar represents the multiple sales, finance, and service roles participants regularly interact with to perform their responsibilities.
The two primary objectives client leaders identified for participants utilizing the experiential soft skill scenario simulations include:
As a form of acknowledgment and to sustain an active scenario library, experienced sales professionals that maintain mastery-level certifications and mentor recommendations are selected to create new scenarios within the simulation administration site.