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Development of a multifaceted learning solution introduces greater accountability, results in increased selling activity.
2010 Brandon Hall Silver Award, Excellence in Learning — Best Use of Blended Learning
The recognized expert in automotive intelligence and marketing solutions for more than 80 years, R.L. Polk & Co. is known for the excellence of its insights and decision-making tools it delivers to clients. So, when picking a partner to design robust sales training for a breakthrough program that builds customer loyalty, Polk turned to Innovative Learning Group (ILG), a company known for its rigorous approach to creating smart, engaging global learning solutions.
Prior to this project, Polk’s sales training approach was splintered; the company knew it needed to combine both product training and a uniform approach to solution selling into one cohesive program. It also needed to inject a higher level of consistency, care, and attention into teaching the sales teams how to represent Polk.
To accomplish this, Polk decided to develop and implement a product-specific sales certification process. The company wanted the process to integrate single-product learning with training on Polk’s recently developed sales process — and to ensure that learning translated into on-the-job performance. Finally, Polk wanted the certification process to be based on an instructional design that could be replicated for its other products.
For the first application of the certification process, Polk chose PolkConnect, an electronic marketing intelligence tool that consolidates and analyzes the client’s customer and prospect data, and automates marketing communications. It was chosen because it had been successfully sold in Western Europe and Australia and had significant market potential beyond current sales levels.
The PolkConnect Sales Enablement Certification Process ILG developed for Polk accomplished the company’s goals for this initiative. The process was designed to train and certify both individual business development professionals and their direct sales managers. All the component training solutions and delivery methods were specifically created to achieve learning and lead to performance.
The multi-hour program comprises multiple delivery methods, including:
Participants have cited this training as one of the best programs they had taken part in.
Two types of efficiencies were achieved:
Additionally, several types of benefits related to learning and its application on the job were identified:
To learn more about how Innovative Learning Group can create custom learning solutions to help improve business results, contact us at info@innovativeLG.com.