Product and Technical Training Cost Recommendation

Challenge: Field sales training for new products and new technology was being done in a "train-the-trainer" format. Training was not delivered in a uniform manner, delivery could not be tracked, comprehension could not be tested, and because of the format, training was often not available for people entering the sales force after the initial training had been delivered.

Actions: Initially, captured training in a combination of written and videotaped material. Next, consolidated as an interactive CD. Finally, built an online university and transferred content to it.

Results: Training is now produced one time, and is delivered in a high-quality, standardized format. Delivery is tracked, and comprehension tested and scores stored for compliance purposes. Because of these advantages, this method was also adopted for introductory sales skills training.