We were tasked with training Reed Exhibitions employees in Germany and Austria as part of the roll-out of a new sales process and the implementation of Salesforce
However, training often looks like this: you get a thick, printed manuscript that you don't read and end up asking your colleagues how it actually works.
30
months
Duration of project
4
Consultants
6
Training cycles
Joint challenge
The aim of the project was therefore to create acceptance and enthusiasm for the new Salesforce tool through our modern training concept. We were faced with the challenge of responding to the highly industry-specific processes of the trade fair organizer and adapting the training concept to these processes.
Our modern training concept draws on expertise from two different areas: Salesforce CRM and behavioral economics.
On the one hand, we cover the technical aspect by answering questions about technical details in Salesforce and showing tips and tricks for use. On the other hand, we cover the human aspect. Processes are usually perfect in theory, but a process can still be perfect in theory if people don't implement it. That's why we use tools from behavioral economics (such as storytelling, gamification or commitments) in the training to successfully bring about behavioral change. In this way, the training participants successfully implement what they have learned.
The project process
The project was divided into four waves, in which several training sessions were conducted in groups of around 10 participants. After each training session, the participants were provided with updated documentation. The feedback was used to optimize the ongoing training sessions.
The result
The feedback from the participants was extremely positive. Practical applications based on realistic examples made what they had learned easier to understand and more memorable. Ambiguities and uncertainties were discussed openly and the participants proactively contributed their ideas for improving the Salesforce processes in workshop formats. We then jointly defined the next steps for the time after the training, which led to more personal responsibility, motivation and commitment.
Wilhelm Schmid
Manager Digital Transformation
Do you really want to learn something?
I will be happy to help you implement your modern training.