Sales Onboarding

Accelerating Success with Focused Qualification Training

iNStep took on the challenge of making sales qualification second nature for new hires at Cambria. We transformed tribal knowledge into tangible skills through interactive scenarios, giving fresh faces a taste of real-world selling. Despite a tight timeline, we delivered a seamless solution that not only stood alone but also fit perfectly into their broader onboarding program. The payoff? Faster ramp-up times and a more efficient sales force.

Roles:

Instructional Design, Immersive Scenario Design, Collaborative Discovery, Project Management, Quality Assurance/Integration, eLearning Development

Challenges

Cambria, a leading quartz manufacturer, partnered with Dashe to transform their sales onboarding program. Dashe subcontracted iNStep to help new hires master the crucial skill of qualifying prospects. While veteran reps intuitively understood this 'tribal knowledge,' new hires lacked the real-world experience to effectively apply these ingrained practices. iNStep made the abstract art of qualifying tangible through innovative instructional design.

Solutions

Leveraging our expertise in collaborative learning, iNStep conducted in-depth discovery sessions with busy sales SMEs to uncover authentic selling stories and qualification tactics. We then crafted immersive, scenario-based role-play simulations that brought these field challenges to life. Newer sales staff could now practice applying qualification skills in realistic contexts, accelerating their mastery.

Through rigorous quality assurance, iNStep ensured this training functioned seamlessly as both a standalone solution and an integrated component of the company's broader 9-module onboarding program. We collaborated closely with Dashe’s development teams to align look, feel, and functionality - providing a unified learning experience that reinforced the company's proven selling methodology.

Despite tight timelines and the complex requirements of aligning with multiple workstreams, iNStep delivered a high-quality solution under a very compressed schedule. The client spotlighted our ability to meet their daunting challenges while upholding excellence through effective project management.

Outcomes

The revamped, experiential enablement program is driving impressive results. Equipped with concrete qualification skills, newer reps spend less time on unqualified prospects, boosting overall product placements and sales efficiency. Managers report higher engagement and faster ramping of new hires.

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*Products in photos are shown as examples only and may not represent Cambria brand products.

Key Takeaway

This sales onboarding project demonstrated iNStep's expertise in transforming abstract concepts into practical, immersive learning experiences. Through collaborative discovery and innovative simulation design, we delivered seamlessly integrated training solutions that equipped the sales force with concrete skills to drive measurable business impact. Our effective project management ensured high-quality results despite tight timelines and complex requirements, impressing the client with our ability to meet ambitious challenges.