8/9/2021: A prospective customer contacted the xms team concerning a Learning Management System requirement that would assist them in selling their products globally via a channel of 3,000 independent dealers.
In this particular case, the independent dealers were not employees, and they had the
opportunity to sell any one of a dozen products that were competitive products to the ones our customer sold.
So, how could this prospective customer entice the 3,000 independent dealers to sell “their” product, rather than the products of their competitors?
This particular customer came out with an awards program that would be the best awards program in the industry. If 70% of the employees at the independent dealers completed an online curriculum of product training courses, they would then get points they could use to purchase items off of the awards website. THEN, if an employee completed the curriculum, and met their sales quota, they got double points. If the exceed their sales quota by 10% AND completed the curriculum of courses, they would get triple points!
All of sudden, these independent dealers started to complete the curriculum of product
training courses in high numbers.
This resulted in a triple win. First, the dealers became more familiar with the product. Second,
people sell what they know. The dealers started to sell more of our customer’s product because they were more familiar with our customer’s product then the competitors. Third, customers won because the dealers were in a position to thoroughly explain the benefits of the product, which resulted in better customer service.
The awards program was an absolute success, but it took a great deal of collaboration to implement properly. This particular program required the xms team to provide the following to the customer:
• SINGLE SIGN-ON: Provide a SINGLE SIGN-ON for the independent dealers. They would first to the customer’s website, then select an icon to access the training site and the awards site. This meant that they did not have to log on twice.
• GDPR COMPLIANCE: The customer utilizes independent dealers on a global basis which meant that the service had to be GDPR compliant.
• LANGUAGE LOCALIZATION: This particular site had to be localized in ten different
languages for ten high volume countries.
• SIMPLICITY: The success of the entire initiative relied on a system that would be simple to use for the dealers.
• REPORTING: It was an absolute priority to provide instantaneous reports the executive team. How many employees at the independent dealers took the training courseware?
How many had an average exam score that exceeded 90%? Was there a correlation
between exam scores and quota achievement?
In summary, revenues from the independent dealers exceeded all expectations due to the planning that took place in launching a training program that was coupled with an awards programs that truly motivated the front line to sell more of the customer’s product.
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