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