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​Use Case Summary

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Training Need:

• Familiarize company sales force with functions and use of a new ordering system.

 

Challenges:

• The majority of the sales force had been working for the company for many years and were resistant to change and/or apprehensive about entering orders correctly.

• The roll-out of the new ordering system and phase-out of legacy system was accelerated.

• Company leadership’s stated goal was to minimize disruption to sales order volume during system transition.

 

Project Approach:

• Create a training database was created to allow realistic screen shots for simulation and for use during instructor-led training sessions.

• Develop a simulation of the new ordering system (using Adobe Captivate) to provide:

  • Veteran Sales Reps with a risk-free means to learn to use the new system use the new system to perform the tasks they were accustomed.

  • New employees with training to place and track orders.

• Assign simulation training as a pre-requisite to instructor-led training sessions.

 

Results:

• The simulation familiarized users with the ordering system so that instructor-led courses could focus answering individualized questions, describing system roll-out procedures, and addressing change management.

• Disruption due to roll-out, measured by reporting on decrease in total orders per day, was smaller than anticipated.​​​​​​​​​​​