Challenge
Territory planning plays a major role in the client’s business model. Sellers on corporate accounts must collaborate with team members to ensure they are working effectively to identify and qualify sales opportunities. Territory planning helps these employees qualify for sales opportunities to achieve their sales targets.
The client wanted to build a training program that would explain the purpose of territory planning and teach employees to:
- Identify good territory planning
- Recognize territory planning roles and responsibilities
- Identify territory planning activities
- Recognize when and why to use the territory planning tool
- Recognize how to document accounts and solution plays for follow-up
- Execute the territory plan and use it to determine how to achieve the sales target
Solution
\GP Strategies created a custom learning program that uses gamified video scenarios to teach territory planning methods to employees who work on corporate accounts. Within the videos, characters representing sales team members play a fictional board game that introduces several learning scenarios based on real-life employee experiences.
After the characters discuss the scenario, a team member draws a card. That card is a cliffhanger that will be covered in the next chapter of the video. Before viewing the following video, participants must first complete an interactive simulation featuring characters from the story. The modules are supplemented by an optional video in which sellers experienced in territory planning share best practices. Knowledge checks are also included at the end of each module to reinforce crucial learning. At the end of the course, learners receive access to a downloadable workbook that helps learners apply what they’ve learned to their jobs.
The course also includes an adaptive test-out assessment. After the prologue video, an assessment with questions mapped to each module enables learners to test out of individual modules.
This course highlighted several process gaps I’ve encountered working across various territories with different team members. With the teams properly implementing this standard across the board, I could see how it would add immediate benefit.
This program has been honored with a 2024 HCM Excellence Award by the Brandon Hall Group: Gold Award for Best Custom Content Learning.
