Next-Gen Sales Simulations© 2019, Amazon Web Services, Inc. or its Affiliates. Building successful...

© 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


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


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


Walkthrough


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


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

SCIScore

Manager coaching is also available as a partof peer review


Heatmaps

Easily identify which reps are excelling and which are lagging behind


Competency Insights

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


Results


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


And for new sellers significantly reduces time to productivity


Abby Vietor Quintin Walker

Questions?


Appendix


Create Sales Scenarios and Give Reps a Chance to Practice


AI-Powered Auto-Review of Role-Plays

SCORING & EVALUATION

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


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


Learner Report Card for Role-Plays

Learner Report Card

View competency scores and feedback in one view


Coach Reps on How to Improve Their Skills

SCIScore


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


Structured Process

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


Automation

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


Mobile Access

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

Next-Gen Sales Simulations© 2019, Amazon Web Services, Inc. or its Affiliates. Building successful...

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Transcript of Next-Gen Sales Simulations© 2019, Amazon Web Services, Inc. or its Affiliates. Building successful...