Challenge
Kennametal, a leading global supplier of tooling, engineered components and advanced materials, wanted to boost the sales of products they believed had greater potential in the marketplace. They identified the lack of quality training for salespeople as a barrier to improving results. Kennametal needed a cost effective way to develop and distribute training so that it could quickly reach salespeople in North and South America, Europe, and Asia. They also wanted to track the use of the training.
Insight
While the sales force was competent in technical issues, they required training in sales promotions and presenting information to potential customers. Working closely with Kennametal, we identified that training salespeople to demonstrate the advantages of Kennametal’s products over their competitors was the best way to improve results.
Strategy
JPL proposed a process for rapidly developing web-based multimedia training modules that could be distributed securely worldwide on line. We used our proven tools for capturing knowledge from subject matter experts and converting it into engaging training that is efficiently learned. Our approach delivers the learning at a time and place convenient to the audience. And we helped prescribe a fast to deploy learning management system for tracking training compliance and comprehension.
Solution
Our instructional design team created modules that could be used for independent study or as part of a blended learning program using instructors and classrooms. In both cases, much of the responsibility for learning is shifted to the learner, conserving teaching manpower for those content areas not amenable to distance education techniques. We also partnered with a third-party vendor to integrate the Moodle learning management system to register and track learning module completion. While LMS implementation frequently requires up to nine months, JPL had Kennametal’s site up and running within a few days. And to provide the needed training for non-English speaking audiences, JPL worked closely with another partner to translate scripts and visual elements, as well as record necessary audio tracks for an additional eight languages.
Results
JPL helped create a standard approach to product training for Kennametal. This approach has extended the reach and reduced the time and cost of sales training. To date we have created over 250 modules for Kennametal’s international sales staff, giving them the product knowledge and sales expertise they need to outsell the competition.