© 2019, Amazon Web Services, Inc. or its Affiliates. © 2019, Amazon Web Services, Inc. or its Affiliates.

Abby Vietor - Global Sales Enablement Leader, AWS

Quintin Walker - Sr. Learning Experience Manager, AWS

Next-Gen Sales Simulationsfor Purposeful Practice & Proficiency

10/17/19

© 2019, Amazon Web Services, Inc. or its Affiliates.

Agenda

• Why use simulations?• Sample simulator• Benefits of adoption• Today’s Builder Workshop• Questions

© 2019, Amazon Web Services, Inc. or its Affiliates.

Why build simulations?

1. Field exhausted by required learning? Simulators are built for pull-based learning- Simulators “teach to fish” in an authentic, “safe-to-fail” environment

4. Field wants to get more for less?Simulators raise the bar on learner effectiveness and productivity- High relevance + high rigor = high impact.

Simulators provide 4 key benefits as compared to traditional learning paths

2. Field overwhelmed by number of learning requirements? Simulators integrate disparate enablement - Because they are based on authentic customer scenarios, simulators can test a wider variety of reflex actions in one course

3. Field asking for more customized enablement experiences? Simulators offer tailored, interactive experiences- Simulators mimic encounters driven by personas, and are especially effective when customized by industry

© 2019, Amazon Web Services, Inc. or its Affiliates.

Building successful simulations hinges on sound methodology

1. It’s critical that SMEs are fully engaged- Get your SMEs involved early and often. Every

interaction in a simulation must be thoughtful and drive the simulation forward

- Have SMEs participate in a completed simulation to help them understand the experience

2. Storyboard everything- When ready to take simulators to the next level

develop a process to storyboard every scene as its developed to approach content from the learner’s perspective

- Storyboarding will also be necessary to incorporate animations, even if done at a later date

© 2019, Amazon Web Services, Inc. or its Affiliates. © 2019, Amazon Web Services, Inc. or its Affiliates.

Walkthrough

© 2019, Amazon Web Services, Inc. or its Affiliates.

Video Role-Play

Voice Over Presentation

Audio Role-Play

Screen Capture Role-Play

Write-Up Role-Play

Offline Task Role-Play

Skills & Messaging Practice via Role-Play Scenarios

© 2019, Amazon Web Services, Inc. or its Affiliates.

Peer review benefits learners by showing “what good looks like”

SCIScore

Manager coaching is also available as a partof peer review

© 2019, Amazon Web Services, Inc. or its Affiliates.

Heatmaps

Easily identify which reps are excelling and which are lagging behind

© 2019, Amazon Web Services, Inc. or its Affiliates.

Competency Insights

Detailed competency analysis helps align coaching programs with the needs of each rep.

© 2019, Amazon Web Services, Inc. or its Affiliates. © 2019, Amazon Web Services, Inc. or its Affiliates.

Results

© 2019, Amazon Web Services, Inc. or its Affiliates.

Completion rate by Geo: e-learning vs. Sales Simulators

Geo 1: +14%Geo 2: +33%Geo 3: +108%

Simulation usage resulted in a significant lift across multiple KPIs

Average Simulator CSAT score:4.6/5

© 2019, Amazon Web Services, Inc. or its Affiliates.

And for new sellers significantly reduces time to productivity

© 2019, Amazon Web Services, Inc. or its Affiliates. © 2019, Amazon Web Services, Inc. or its Affiliates.

Abby Vietor Quintin Walker

Questions?

© 2019, Amazon Web Services, Inc. or its Affiliates. © 2019, Amazon Web Services, Inc. or its Affiliates.

Appendix

© 2019, Amazon Web Services, Inc. or its Affiliates.

Create Sales Scenarios and Give Reps a Chance to Practice

© 2019, Amazon Web Services, Inc. or its Affiliates.

AI-Powered Auto-Review of Role-Plays

SCORING & EVALUATION

AI-powered reviews on submissionsUnlimited customizable evaluation parametersQuantitative and qualitative scoringText Feedback

© 2019, Amazon Web Services, Inc. or its Affiliates.

Smart Transcribe for Automated Transcriptions

TRANSCRIPTION & SEARCH

Videos are automatically transcribedAllows for rapid review and identification of specific coachable momentsSearch allows quickly finding areas of interest

© 2019, Amazon Web Services, Inc. or its Affiliates.

Learner Report Card for Role-Plays

Learner Report Card

View competency scores and feedback in one view

© 2019, Amazon Web Services, Inc. or its Affiliates.

Coach Reps on How to Improve Their Skills

SCIScore

© 2019, Amazon Web Services, Inc. or its Affiliates.

1:1 In-person session with manager

Observing rep in the field

Shadowing rep on a call or online meeting

Field Coaching: Closing the Loop in Sales Process and Execution

© 2019, Amazon Web Services, Inc. or its Affiliates.

Structured Process

Formal coaching programs help create a structured approach with a defined cadence & guide Managers to use uniform coaching practices.

© 2019, Amazon Web Services, Inc. or its Affiliates.

Automation

Managers can schedule meetings, as well as access and store all coaching information.

© 2019, Amazon Web Services, Inc. or its Affiliates.

Mobile Access

Using the MindTickleMobile App, Managers and Sales Reps can fill these coaching session forms anywhere and anytime.