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Concept Note - L&D

The concept note outlines an L&D platform to provide training to frontline sales executives and channel partners through various traditional and modern methods. For sales executives, the training will include e-learning modules, workshops with facilitator-led sessions and simulations, assigned coaching, and impact measurements. Channel partners will have a multi-level mobile/e-learning program with quizzes, mentor conversations, and optional simulations to reinforce learning. The interventions will focus on areas like market intelligence, channel connectivity, collaboration, customer service, sales acumen, and sales management.

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258 views2 pages

Concept Note - L&D

The concept note outlines an L&D platform to provide training to frontline sales executives and channel partners through various traditional and modern methods. For sales executives, the training will include e-learning modules, workshops with facilitator-led sessions and simulations, assigned coaching, and impact measurements. Channel partners will have a multi-level mobile/e-learning program with quizzes, mentor conversations, and optional simulations to reinforce learning. The interventions will focus on areas like market intelligence, channel connectivity, collaboration, customer service, sales acumen, and sales management.

Uploaded by

smita75
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Concept Note – L&D interventions for frontline Sales Executives and

Channel Partners
Need
To create an L&D platform which is easy to administer to a multi-location and caters to both front line
sales executives and Channel Partners.

Approach
The approach to include different traditional and modern methods of learning.

Design:

Workshop Design to include:


 Workshop Design aligned to a Business Challenge.
 Learning session by facilitator followed by a Facilitator Driven Simulations reinforcement for
sustained learning and impact. The simulation exercise only to focus on 2-3 learning outcomes.
 Followed by takeaways such as Digital Retention modules
 Post training coach/mentor assigned for handholding participants for the learning to be
implemented at workplaces.
 Real time projects to be assessed by the facilitator/ internal coach.
 Measure the impact on pre-decided parameters

Details of L&D Intervention

For Front Line Sales

Distribution Sales Program created on E-Learning / Mobile Platform based on business and market
conditions to help drive business understanding & improved channel performance &collections from the
sales team. Distribution Sales Program to have the following components:
1. E- learning and mobile interface
2. Learning session by facilitator
3. Facilitator driven Simulations reinforcement
4. takeaways such as Digital Retention modules
5. Post training coaching/mentoring assigned for handholding participants for the learning to be
implemented at workplaces.
6. Real time projects to be assessed by the facilitator/ internal coach.
7. Impact measurement

For Channel Partners


A consolidated program in levels to be created on a mobile/ E-learning platform. The motivation to
complete a level could be a rating assigned to them. Each level to end with a small quiz and a mandatory
conversation which their mentor. Learning outcomes reinforced with Facilitator driven Simulations
(optional).

Areas Interventions

Market intelligence
• Industry trends
• Product benchmarking and mapping
• Competitor mapping and segmentation

Channel connect
• Effective / customized personal communication
• Relationship building
• Negotiation
• Networking

Collaboration
• Organizational awareness
• Cross-functional collaboration

Customer service / delight


• Feedback and responsiveness
• Service orientation
• Net Promoter Score

Sales acumen
• Selling Skills (Channel, Direct)
• Product Knowledge
• Sales Cycle (Prospect to Collection)
• Sales Activity Planning
• Using Sales Technology
• Managing key relationships

Sales management
• Territory mapping & allocation
• Competition tracking & market share
• Field Coaching and Mentoring
• Sales performance management
• Account Management

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