Challenge
Our design team was asked to evaluate and refine the effectiveness of a three-day instructor-led integrated Mobile and Network solutions training program for the AT&T Partner Exchange organization. The evaluation findings included: Too much information on slides, activities were out of context, and ineffective participant guides.
Solution
We re-designed the classroom experience to include concise solution-focused sales demonstrations and breaking down participants into groups. Rather than using information-heavy PowerPoint slides, we centralized the critical content in professional participant guides designed with Adobe InDesign. On the last day of the program, each group presented a solution to their assigned use case (capstone project) to a an expert panel to validate understanding and receive feedback.
Results
The re-designed training program met its objective of advancing the partner sellers' abilities to effectively architect and sell AT&T integrated solutions. In 3-years we certified 700 participants from 200 different solution providers. Annual reports showed 29% increase in sales for the Solution Providers who completed the master certification level.
Testimonials
“I will be able to explore a customer's needs for a complete solution, not just one product.”
“I love the fact that we focused on pulling out the needs of the business customer and relate the solutions to it.”
“I couldn’t have been more pleased with the pace and content.”